Sales Talk for CEOs: Building Your First Professional Sales Team with Lars Grønnegaard (S2:E14)

May 12, 2022 | Sales Talk for CEOs Podcast

Lars Grønnegaard is the CEO of Dreamdata, a SAAS company that gathers, joins, and cleans revenue-related data to help B2B businesses understand what is driving sales so they can focus on what works. Like most new companies, Dreamdata started with founder-led sales to get their first customers, but within 18 months Lars realized he needed a professional sales team. In this Sales Talk for CEOs episode, Lars offers some invaluable advice!

Lars and I discuss the importance of finding new sales hires with an entrepreneurial spirit. We explore why previous experience does not necessarily translate to a new startup environment. We talk about experimenting (and using data) to find what works and offering fair compensation to your first hires. Finally, we explore the ways in which Lars is still highly involved in the sales process even now that the professional sales team is handling the bulk of the work. If it’s time to hire your first salespeople (or if you’ve been trying to do so—unsuccessfully!), you’ll want to listen to the tips offered in this podcast.

Watch the podcast below or on our YouTube channel.

Highlights of this Episode:

[1:57] How a problem inspires a solution

[5:20] From founder-led sales to a professional sales team in 18 months

[9:50] Hiring for entrepreneurial spirit

[13:45] Learning from the data to discover what works

[17:50] Hiring for the entrepreneurial spirit

[29:41] CEO…but still head of sales

[36:20] Encouraging more referrals

About Our Guest

Lars Grønnegaard, an exceptional VP Product turned CEO and Co-founder of Dreamdata a Revenue Attribution Platform. As a startup founder, he is focused on creating a product that helps businesses be successful in their go-to-market by enabling data-driven decision-making.

Before Dreamdata Lars spent 5 years at Trustpilot where he was an instrumental part of building a fantastic product that recently ended up joining the European unicorn club on the London Stock Exchange.

About Dreamdata

Dreamdata is a Revenue Attribution and Data Platform that gathers, joins and cleans all revenue-related data to present a transparent, actionable analysis of what drives B2B revenue. Their mission is to ensure that B2B companies can have those insights to produce faster and better performing customer journeys. And in the end, deliver more revenue growth faster. Check out their article on B2B Attribution!

Show Links

Connect with Lars Grønnegaard in the links below:

You can learn more about and connect with Alice Heiman in the links below.


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