Grow Revenue Faster with Messaging Chapter 6 Alignment, Playbooks, and Onboarding Chapter 7 Sales Distribution & Segmentation Strategies By Mike Wolff Now that you know about what it takes to equip a scalable and repeatable sales machine, you are ready for some insights into how to go about building out the killer sales team. Start with inside reps? Go directly up market with a field sales team? Mike Wolff provides us with an exposé on his thesis of building a sales team around a hub distribution model. Getting closer to your customers is one critical way of taking your sales to the next level, but it is just as important to segment the market for growth. Mike and I started at Salesforce around the same time (2002). During his tenure, Mike worked his way up from an entry-level sales rep all the way to running our SMB sales organization as SVP of commercial sales. Having perspective from being at Salesforce just at the point that we were hitting initial traction, Mike can relate to us the key strategies to thinking big and hiring wisely on the way to dominating your chosen category. In the cloud economy, the terms “inside sales” and “field sales” are outdated, irrelevant, and ineffective. It no longer makes sense to hire a team that’s based 100% in the office selling to remote geographies, and it’s also highly risky to hire field salespeople who are based in their homes with a limited support network. If you’ve built a great solution, customers will always find you. But to get enough customers, you need a dedicated sales team that makes sense in today’s landscape. If you’re trying to build a sustainable company that’s going to drive billions of dollars in bookings, you need to be smart about how you invest in sales. This chapter will tell you why, and will show you how to set up a winning sales team against today’s challenges.