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FOUNDER’S GUIDE TO B2B SALES SECTION 03 BUILDING 12 Topics in building a sales organisation 12 Selling in the early days 12 Establishing product-market fit 13 The three core sales roles 14 Tips on sales recruiting 14 Throwing spaghetti at the wall 15 Sample on-target earnings 15 What is a sales model? 16 Sales model examples 16 Territories, quotas and comp plans 17 Additional sales roles 18 Thoughts on pods 18 To learn more about building SPRING 2023 .11

BALDERTON The Founders Guide to B2B Sales - Page 11 BALDERTON The Founders Guide to B2B Sales Page 10 Page 12

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