Podcast Show Notes Time to first contact is very important and you should build a system in place to enable you to get to the lead within the first 5 minutes before the client does. If you catch the prospect that quick, it allows you to have to conversation with them and set the standard for when they go speak with the competition. Where as if you speak to them after they spoke with your competitors, you have to explain how you compare against them. When expanding the team, empower the existing members to help with the coaching and training of the new hires. Create a tiers system of SDR’s where they can move up the latter and have more responsibilities and learn. Don't just hire someone because you have the seat to fill. Make sure you are hiring the people that have the personality traits you want on the team. Learn from your clients. Ask them open ended questions about why they chose you or why they did not. Why they did something a certain way. This will allow you to hear from the prospects themselves and get direct feedback, rather than just trying to sell them. He takes his team off the floor for a couple hours a day to sit with other departments. This makes it so they do not feel that it is just the same call call call every day and that they feel part of the bigger picture. Empower your reps to think outside of the box and find solutions that their prospects are having. Questions to ask during the interview: What do you do in your spare time? You are looking to see if they are keeping up to date in the tech (business) community, are they interested in entrepreneurship. What type of books are you reading? LinkedIn: https://www.linkedin.com/in/jonah-mandel-654290a2/ Final Five What is your favorite sales or leadership book? The sales acceleration formula Do you have someone that you follow/read for sales/leadership ideas? Mark Roberge Are you available 24/7? Do you have strict personal time boundaries? No, he is all business, all the time. What is your favorite tool used for sales? Hubspot What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Lead by example.