In this episode Ross and John speak to Mark Rudden, Head of EMEA Sales & Global Sales Operations at Browserstack. Mark has undertaken a massive project to scale out Browserstack’s EMEA presence out of their Dublin office. BrowserStack are seeing unprecedented growth as organisations continue to add customer-facing mission-critical services via apps and the web. Now backed by $50m in funding from Accel Ventures the future is very exciting and expanding space. Mark also shares with us his career in born Saas companies and his journey into sales and operational leadership. Career Growth Why having a miscellaneous start to your career is a great way to figure out what you’re actually good at. How Salesforce was the best training ground you could ever wish for. My Bachelor’s Degree in SaaS. Why I love chaos and how figuring that out allows you to make your mark. The 3 P’s Mark uses to evaluate each and every company worth working for. Leadership and Company Growth How to communicate and get the best from people. How to be a ‘Servant Leader’ and have a people-first approach. How to plan effectively for hiring in Hyper-Growth setups and the 3 T’s! How do you decide on your EMEA markets? How does data determine your decision making - fail to plan, plan to fail! How do you keep up the learning curve and not saturate your lead to rep ratio. Sales Philosophy What do sales professionals actually control in the sales process. Why getting to ‘No’ and early is key to where you spend your time. How do you make a connection with and train a new hire remotely. When to slow down and when to speed up. Why I recommend competitors. Balancing the initial sale versus a ‘land and expand’ strategy for perpetual value. Browserstack What is Browserstack and what’s the value it brings to the table in testing. Brought to you by sf-talent.com. --- Send in a voice message: https://anchor.fm/european-tech-hire/message