From Founder-Led to Scalable Sales Teams

In this episode, James Gasteen is joined by Carl Carell, CRO and Co-Founder of GetAccept. GetAccept is a digital sales room platform and graduate of the Winter 2016 cohort of Y-Combinator.

Carl shares insights on acquiring the first few customers, transitioning from founder-led sales to employee-led sales, and evolving the ideal customer profile (ICP) over time. They also explore strategies for building a strong relationship with Salesforce and leveraging the Salesforce community to generate demand and awareness. Carl's advice for himself nine years ago is to hire Salesforce developers internally earlier.

Takeaways

• GetAccept is a digital sales room platform that helps buyers and sellers collaborate to make informed decisions.
• Acquiring the first few customers involved founder-led sales and building relationships with trial customers.
• Transitioning from founder-led sales to employee-led sales requires finding entrepreneurial individuals who are willing to do the job and giving them the right circumstances to succeed.
• The ideal customer profile (ICP) evolved from transactional B2B sales to mid-market segments with a focus on companies using Salesforce.
• Building a strong relationship with Salesforce involves focusing efforts on specific teams, finding ways to help Salesforce achieve its objectives, and participating in the Salesforce community.
• Leveraging the Salesforce community, such as Salesforce Ben, can generate demand and awareness through in-depth reviews and targeted events.

About GetAccept

GetAccept is a digital sales room platform that helps sales teams improve their win rates by providing a better buyer experience. Learn more at https://www.getaccept.com/

Want to join the podcast?

If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to podcast@unaric.com and we'll be in touch.