Ep 67 - Michelle Pietsch - How to Build the Right Sales Team from Seed Stage to Series B

Who are the people you need in your company for scaling from Seed Stage to Series B?

Today's guest is part of the reason Datadog (1bn valuation), Drift (1bn valuation) and Dooly ($300m) scaled so fast!

And now, Michelle Pietsch, Founding Partner at Minot Light Consulting, shares her best practices & insights with us.

She chats with Sammy about her approach to building successful go-to-market strategies, and aligning teams to one goal.


Here are 5 things you'll learn today:

1. How start-ups succeed in the Seed Stage with founder led sales
2. Whom to hire while scaling from Seed Stage to Series B
3. Best practice hiring processes to identify the right fit in a new sales development rep
4. How to achieve a 30% conversion rate through webinars and podcasts
5. What metrics Michelle uses to track Minot Light Consulting’s success, and unifies her team around revenue


About Michelle:
Over the last 10+ years, Michelle has spent her time at early-stage start-ups like Datadog, Drift, and Dooly, building sales and GTM functions from the ground up. She enjoys building in the rapid-growth sales SaaS world, and watching the organizations succeed, whether it's another round of funding or IPO. Over that time, she has built teams from 3 – 100, and grown revenue from $200K – $55M+. She enjoys taking the time to understand the GTM motion and putting the right processes in place from the top of the funnel down to Customer Success and Account Management, once the deals are closed.

Find Michelle on LinkedIn: https://www.linkedin.com/in/michelleheaney/
Michelle's business book recommendation:
Start with Why: How Great Leaders Inspire Everyone to Take Action – Simon Sinek https://amzn.to/3M9VFqx
Michelle's favorite podcast:
Product-Led Podcast - https://productled.com/podcast
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About Minot Light Consulting:
Minot Light Consulting has great expertise in building GTM strategies for start-up and early stage companies to have efficient growth. Modern Go-to-market teams need a transformation from siloed Sales, Marketing and Customer Success teams to one team united around revenue. With their 30+ years of combined experience working across all parts of rapidly scaling early stage companies, Minot Light Consulting has the answers to grow revenue faster and build strong teams and operating strategies.

Website: https://www.minotlightconsulting.com/
Industry: Business consulting and corporate services
Company size: 10
Headquarters: Boston, MA
Founded: 2022
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About the host Sammy:
Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.

We can help you:
- Speed up hiring
- Reduce hiring costs
- Create an authentic Employer Brand
- Create a Talent Pool that you can tap into any time

Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/

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Past guests on the GROW B2B FASTER show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.