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Maggie Hott

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2022-12-14
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2022-12-14
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  1. “Really differentiate with the roles and commissions. You also start to get into a lot of kind of like enterprise security-ish legal features, DLP, e-discovery, MDM, all kinds of different things that typically go on enterprise packages.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “Yah in so many different ways. First off, obviously legal, so the ability to negotiate your legal, your MSA, your DPA, something else that's very common for kind of those enterprisy features is customer success, customer support, 24-7 phone support. For example, at Webflow, obviously with all of those customers, we cannot be giving them twenty-four seven dedicated phone support. It's just not going to work out. So for specific enterprise customers, they've got the chat. They've got the 24-7 phone support. They've got the dedicated customer success manager. They've got really that true human partner that's advising them on best practices. We've also got, and that's actually very common with Slack as well as Whitflow, different roles and permissions. So as you scale within a company, you want to make sure that not everybody has the same roles and permissions as maybe CIO, you want them to have the ability to go and terminate a user really quickly, but you probably don't want your IT intern to be able to do that.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “Yes, and I would actually say it's something that I advise all founders, and I realize we're getting off track here, but it's something that I advise all founders to really think about.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “ever to anything proactive. Everything that we were doing, our single biggest goal, our single biggest charter, was talk to the customers, was understand what is it that the customer needs is to be as helpful as humanly possible. We weren't even on commission early days slack. Like we were just straight up salaried. We had no other measurements and no other goals. Stewart's charter for the sales team was to help our customers. But over time, of course, we found that this wasn't the most scalable way to approach it because one minute I would be talking to a ten person company. Half hour later, I'm talking to the single biggest retailer in the entire world. And it just doesn't make sense to do that because your context switching so much in these different companies are going to need such different things. And that's really where it becomes important to build out your motion and build out your sales team and scale. You can't hire someone that is great with SMBs and is talking to the single biggest company in the entire world. It doesn't make sense.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “You can, but I wouldn't fully recommend it. But what you need to do is you need to be able to understand who are you selling to, what is your market, what is your ICP, what is your persona. That's going to help dictate what it is that you are doing. So what I really think a company should do is take their PLG and amplify it to go through and build out their outbound sales motion. Let's talk about pure, true to form cold outbound. It's really broad. You know, what is outbound? The hallmark of PLG is really reaching out to self-serve signups or small credit card teams with the goal to either upsell, expand, go wall to wall within a company. But then pure cold outbound, which is kind of that traditional sense in non-PLG companies, is a completely different animal with very little similarities. Let's start with PLG and let's start with kind of this self-serve notion. As I mentioned, when I came into Slack, there had been absolutely no reach out.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “Because it is so much easier to get it right in the beginning than to try to buy and build for now and then have to rip and replace down the road. So coming into Webflow, one of the very first things that I did was sit down and take a look at our tool stack and really try to understand what do we have now and where do we need to be, not necessarily for next year, but for the next five years. These are going to be things like a couple little bit of our tech stack is DocuSign CLM is Salesforce is world-class forecasting tools like Clary. And most companies of our size at that point in time when I came in wouldn't need these things. But now we need them and worth the stage and we've already got them and they're working really freaking well.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “Let's chat about, and I know we'll chat in depth and outbound. I actually helped to build out our very first ever outbound motion at Slack, was the very first person to ever do it and ever do our first, which we called proactive outreach, because Outbound was, of course, a dirty word back then, but it is so important to build outbound early and build sales early. Again, we'll talk about this later, but that's another key takeaway and key lesson of something that candidly we did pretty wrong at Slack, is we didn't double and triple down on going after the outbound and PLG motion. We were very heavily inbound. It takes a long time to build outbound. And then by kind of third point on things that really stood out to me from my time there is build things for scale. And what I mean by this is don't buy the cheapest tool now because it's meant for an SMB. If you know you're scaling and if you know your hyper growth, buy and build for next year for the year after, for when you are a”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “Yep, and it's actually starting from the very beginning when you start, a lot of times companies will have these random donut meetups where essentially virtual coffee chats, and you just need to put yourself out there. You need to be in different Slack channels. And if somebody posts a question that maybe you want to know something more about, message them, introduce yourself to them. Also really think about as a sales rep how you're showing up. Essentially your business is your brand. Are you coming at legal saying, hey, legal, I need this right now, right away. Get this over the line or are you approaching it in a way saying, hey, Legal, I know you're so slammed. I know things are busy. We're really hoping to close this customer by X date. I was wondering if you would be able to spend some time and potentially prioritize this week. Let me know if you have questions. Thanks so much. I really appreciate you. And if you look at those kind of two different ways of how I approached it, one makes you feel like a partnership. The other makes you sound like a total jerk. Another learning.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “That is going to fuel the revenue and the product development and the roadmap for a company. There's very few world-class companies that I can think of that are out there that don't have world-class sales teams.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Let's break it down to sales later. It's important just to spend time with these cross functional partners. And this is actually something that Danny talked about when you interviewed her. I believe it was over a year ago is the importance of just being there and being on the floor with these different cross-functional partners and really educating them. What is it that sales does? I think it's so common, sadly, that in PLG companies, sales is typically either an afterthought, but it's also not necessarily something to gets a ton of investment and people really realize what it is this salesperson can do. Very often we think about sales, you think about, I don't want to call it a used car salesman, but sales can tend to have a really bad rap and it is so important to be those brand holders of our business, to be able to show the company sales is not something that we need to always be struggling or combative with, but really we should be working in lockstep because when you have a great sales organization,”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “So, first one that is probably the most important and something that I carry very near and dear is cross functional relationships and showing appreciation. And I'll break down what I mean by this, Harry. Essentially, sales is very often on an island on their own, but the reality is no sales team will ever be successful without the support of their cross functional partners, so finance, marketing, ops, tooling, executives, product, engineering. There is the entire company has to swarm around sales in order to make sales to be really successful. So it is so important to nurture and foster these relationships and really show deep appreciation to them. I think that's something that I learned to do.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “I was dating my now husband, no kids, didn't have a mortgage. And it was like YOLO. This seems great. Let's go for it. So pure luck there. I start at Slack as the first sales rep out of Slack headquarters. I spend the next six years there helping to take Slack from twelve million in ARR to over a billion, and then it is march twenty twenty one when for the first time ever Webflow prospected me versus me prospecting a company. So went over to Webflow to help build out their entire sales team, which I'm sure we'll talk about a ton today. On the side, I'm actually a pretty active angel investor and advisor to a handful of different CEOs. And then I'm also a mom to two little girls. This is probably the most chaotic part of my life is trying to get my two and a half year old daughter to wear clothes to preschool because it is not appropriate in this day and age to go to preschool without clothes on. But hey, here we are.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “they have no sales, they have no account management, and then all of a sudden one day I'll never forget october twenty fourteen a head of account management pops up on LinkedIn and I was like, I'm going to figure out how to talk to this person. I saw that we had a mutual friend in common, so I ghost wrote a note for that friend, Kyle, to send to this gentleman, AJ Tennet, the then head of account management, and essentially said, hey, I want to learn about Slack. Let's chat. Next week, very similar story here to Ventrite. I go in and ages like, I don't have a spot for you, but you seem great. I spend the next five months religiously just prospecting into him, sending him news articles, sending him tidbits, sending him advice about just random stuff. And I get a call from him in march twenty fifteen that is essentially like, hey, Maggie, we want to offer you the job here at Slack. I didn't know what the job was, no idea the title, no idea the comp, because I didn't interview you for this. But I was like, you know what? At this point in time.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “This whole talk about entrepreneurship in building this great company called Eventbrite and they sell events. My mind was just blown and I was just like, wait a second, I can get paid to talk to people and to sell people on going to events. I love going to events. So I send them an email the next day and I say, essentially, hey, Kevin, I want to come work for you. Clearly, you're 21. You have no idea what's appropriate or not, but here we are. So he actually invites me to come into interview. I fly up to San Francisco the next week. I meet the team and fast forward. I get a job at Eventbrite. I spend the next five years going from the second SDR all the way up until the top performing AE globally. And about four and a half years in, I start to hear about this new company called Slack. They're starting to get some investment. They're starting to get some buzz. We start to use them at Eventbrite. And I'm kind of like, huh, what is this interesting company? I'm looking at them.”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “Yeah, absolutely. So very similar to most of your guests, I've had a very non traditional path into sales. I don't think anyone really ever wakes up when they're eight or ten or fifteen and says I'm going to go be in sales. I hope that changes later on down the road, but that's not quite the reality for right now. So growing up, actually, both my parents were very heavily involved in nonprofits in the Peace Corps. So I spent a lot of time traveling and living in different places all over the world, from Africa, Scotland, Spain, all over the place. So with this, I really had to learn how to make new friends and put myself out there and get to know people. Fast forward, my parents' journey, I think I'm going to go in the nonprofit world. Don't know quite what, but that's really my goal. I study global studies in Spanish, in university, and it's not until my very last quarter when I'm in university that I'm taking some business classes. This CEO comes down, his name is Kevin Harts, and he gives”

    2022-12-14 · The Twenty Minute VC · 20 Sales: Webflow's Maggie Hott on When to Start and How to Scale the Best Outbound Sales Team, Why Founders Should Not Hire a Head of Sales First, The Must Ask Questions When Hiring Sales Reps and How To Structure the Process · IDENTIFIED FROM THE TRANSCRIPT · source