On this episode of the Traction podcast, host Lloyed Lobo of Boast.AI welcomes Craig Nile, VP Sales at Codat.

With experience helping grow some of the biggest names in SaaS, such as Salesforce and Slack, Craig shares the playbook for building and scaling enterprise sales teams from zero to a billion.

Specifically, Craig covers:

1:47 - The backstory behind the journey into sales

7:25 - When is the right time to bring in a sales leader?

11:10 - What the first 90 days look like as a new sales leader

14:13 - How smaller companies should think about sales quotas

19:06 - Key hires a sales leader should make

24:20 - What percentage of quota a BDR is responsible for generating

27:35 - Key traits for a BDR

29:55 - What quotas and comp look like for an account executive

33:32 - Favorite two questions to ask when interviewing sales reps

37:56 - Leading indicators to watch out for to make sure reps hit their numbers

42:16 - Favorite way to help account executives during sales cycles

48:13 - Different selling styles and when to use them

56:37 - How to enable a sales team

1:00-59 - How to leverage account-based marketing

1:08:33 - Advice for founders that doesn't get enough recognition

Learn more at https://tractionconf.io

Connect with Craig Nile: https://www.linkedin.com/in/craignile/

Learn more about Codat at https://www.codat.io/

This episode is brought to you by:

DuploCloud is a one-stop solution for all your DevOps cloud automation and compliance needs - from infrastructure provisioning and application deployment to security controls, compliance certification, and alerts. Visit https://duplocloud.com. Get two months free access at https://lp.duplocloud.com/partner/traction

Each year the U.S. and Canadian governments provide more than $20 billion in R&D tax credits and innovation incentives to fund businesses. But the application process is cumbersome, prone to costly audits, and receiving the money can take as long as 16 months. Boast automates this process, enabling companies to get more money faster without the paperwork and audit risk. We don’t get paid until you do! Find out if you qualify today at https://Boast.AI.

Launch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit https://LaunchAcademy.ca

Content Allies helps B2B companies build revenue-generating podcasts. We recommend them to any B2B company that is looking to launch or streamline its podcast production. Learn more at https://contentallies.com

Building and Scaling Enterprise Sales Teams From 0 to $1 Billion with Craig Nile, Codat

Traction