September - December 2021:
Looking to create, revamp or boost your sales strategy? Want to learn more about sales for your own professional development? We're here to help!
This 10-week program is designed to get you up to speed on all things sales.
Program Start: September 14, 2021 | Program End: December 2, 2021
1-hour virtual sessions on Tuesdays & Thursdays at noon Eastern Time
Session recordings will be available on the WeWork Labs Member Portal.
The full program is only available to WeWork members (except WeWork On Demand). This includes access to the weekly Sales Academy Mastermind Group, mentoring, special discounts, and session recordings. Check out the detailed curriculum and our FAQ section below.
Sales Academy is a global program. Click here for the Asia Pacific edition, and here for the EMEA edition.
Co-Host & Co-Founder @ Women In Sales Club
GB is a repeat LinkedIn Sales Star and has built a 10K+ follower base over the past year. She leads a team of Sales Development Reps at Gong.io where she shares her best practices and learnings on how to stick out from the crowd while driving engagement with prospective buyers. This means leveraging every tool in the toolbox, especially social selling on LinkedIn.
When she's not leading a team or posting content, she's focused on driving content and community for Women In Sales Club, an organization built to drive conversations around supporting and enabling women in the sales profession.
Head of Partnerships (Midwest) @ HubSpot For Startups
Jack is HubSpot's Head of Startup Partnerships in the Midwest. As a President’s Club HubSpot Rep, Jack helped hundreds of companies scale their sales, marketing, and customer service efforts before transitioning to the HubSpot for Startups team to pursue his passion for all things Startups. He graduated with a Bachelors in Political Science from Beloit College.
Owen Fitzpatrick is a Psychologist, International Best Selling Author, Speaker and Trainer. Having a Masters in Applied Psychology, Owen has traveled the world to more than 100 countries and spoken to audiences in over 30 of them. His 8 books have been translated into more than twenty languages. Having shared the stage with the likes of Sir Richard Branson and Seth Godin, Owen’s TEDx Talk ‘Mind Control’ has been viewed by more than 1.3 million people.
Owen is the creator and host of the Changing Minds Podcast and has worked with billionaires, Olympic athletes and companies such as Google, LinkedIn, Pfizer, Ogilvy and Barclays to name but a few.
Founder & Managing Director @ Long Story Short
For more than a decade, Alex has helped organizations big and small successfully build their brands and "tell better stories".
A communications and graphic/web design specialist by trade, he understands the complexities of technology and how to best deliver your message in a persuasive & memorable way. To date, he’s collaborated with clients that include the US Defense Logistics Agency, MasterCard, Unilever, TELUS, Nissan, Wrigley & AB InBev to launch iconic initiatives across Europe and North America throughout his career.
Co-founder @ Trestle Sales Training & Consulting
Terri Hintz as co-founder brings to Trestle Group over 20 years of experience as a sales leader, mentor and coach across several companies and industries. Her diverse experience within technology, media, and start-up companies has allowed her to work with a wide variety of clients ranging from startups to Fortune 500 brands. Throughout her career she has developed her “Connected Selling” approach by building and leading high-performance teams to help companies scale their revenues exponentially. Some of those companies include RealNetworks, Ask Jeeves, Harpo, The Oprah Winfrey Network and Silicon Valley startup Brit + Co.
Vice President at 7shifts, Founder @ Mile Square Labs
Preston is a proven revenue leader, builder & believer in growing great products/ companies, and working alongside great people.
He has experience as a consultant in sales growth, partnerships, fundraising, M&A and hiring which all draws from my experience in revenue-focused roles at Apple, Yahoo! & IAC (Evite, Citysearch, Ticketmaster, Match.com, Expedia, HomeAdvisor, LendingTree).
Prior to 7shifts VP of US Operations, Preston was VP, Head of Brand Solutions for Yelp opening the first NYC office and growing the ad sales business from $2MM to $700MM in annual revenue.
Head of Business Development @ Lemlist
Nadja Komnenic is an early stage SaaS growth expert and a LinkedIn thought leader in the area of cold outbound. As a first sales hire at lemlist, she established sales processes, formed a sales team, and pushed growth from 1M ARR to 8M ARR in 1.5 years. Today she’s leading a team of BDRs completely remotely and actively doing full cycle sales along with the team.
She recently embarked on a mission to expand lemlist into the US market and is documenting all the mistakes and learnings on her YT channel, to help SDRs and founders accelerate their go to market acumen.
Speaker & Founder @ Authentic Sales
Lindsay has spent 15+ years selling to and through Fortune 500 companies across North America. From selling motor oil to mining companies to her current role as Culture Curator, Lindsay is a proven corporate business leader who understands the nuance of selling.
In her role with Authentic Sales, Lindsay is committed to helping sales professionals change how they sell without changing who they are.
Head of East @ HubSpot For Startups
Emily is a financier turned startup evangelist and mentor who pivoted from transactional finance before venturing into the startup world. Prior to HubSpot for Startups, she was a VP at Everest Ventures assisting early stage startups with GTM strategy and capital raising.
Leveraging her background in ventures and functional experience advising startups, she now leads the GTM strategy, development and growth of the HubSpot for Startups program based in NYC. She also mentors and educates startups across stages and sectors on all things growth and go-to-market to help tackle their operational challenges and create 0-to-1 playbooks.
Chief Energy Officer & Keynote Speaker @ LLJR Enterprises
Larry is an experienced sales leader with a demonstrated history of success in SaaS sales. He is passionate about coaching and has a proven track record of hitting goals and helping sales professionals take their game to the next level.
Larry is the former Director of Collegiate Sales at Teamworks in downtown Durham. He has worked at some of the top tech companies in the triangle including Pendo, ChannelAdvisor and Sageworks.
He is passionate about helping people achieve 'best-they-can-be' results.
Managing Partner @ Rampd
Carol Malakasis is an NYC technology startup vet, with over a decade of experience selling. She has had three Exits so far, one as a co-founder early in her career, and two as a founding member in sales teams that became acquired.
Having made over 200k cold calls Carol believes that anyone can sell if taught the right way. Carol loves building startups, languages (speaks 5), and the restaurant industry.
GTM Partnerships Manager @ HubSpot For Startups, Startup Coach & Mentor
Introvert Entrepreneur and Engineer. Jose had to really get out of his comfort zone to learn sales and marketing. He claims he does not have a Sales personality AT ALL but has read, studied, and learned on the field for the past 10 years becoming a Top 1% sales performer at HubSpot and becoming a Sales and Growth Coach and Mentor for Startups.
Jose is a proud father and Husband, loves Progressive rock, and all sports, especially Soccer and Football (Go Seahawks!)
Co-Founder & Principal @ Hapday Group, Global Entrepreneurship & Innovation Coach
Rob is an accomplished trainer, entrepreneur, speaker, business coach, and startup mentor. He brings over 10 years of experience in recruitment, sales, marketing, and training and has worked for and with Fortune 500/Forbes 100 companies. He has also founded two services-based companies and coached 200+ startups on growth and market entry.
Originally from the Midwest, his journey has taken him from his hometown in Kansas City, Missouri to New York City by way of Milan, Italy. Rob has worked with companies and founders all over the world: Asia Pac, South Asia, Middle East, North and South America, Europe, and Africa.
J. Caleb Perkins is an accomplished author, entrepreneur, and community organizer. He has experience working with Fortune 500 companies and has also built successful partnerships with governmental agencies including the New York City Mayor’s office. He has also founded two startups, including a SaaS travel company and a mental health advocacy organization, Remedy Network Inc.
J. Caleb is passionate about mental health, prison reform, building community, and sharing stories. J. Caleb enjoys running, reading and traveling in his spare time.
An introverted seller, Preeti has made that her advantage and inspired many other introverts to do the same. One of her specialties has been to utilize her marketing background and out of the box strategies to create a personal brand that has attracted dream sales roles, dream clients and has helped her sustain a successful 10 year sales career. She was voted by clients and colleagues (two years in a row) as one of Sales Hacker's Top 50 Sales Champions-Account Executive, #GirlsClub's Top Sales Women to Watch and has built the #1 ranked Seller Portfolio on Bravado. She loves sharing knowledge, reading, a good cup of coffee, is a dog fanatic and lives in Toronto with her husband and 2-year old son.
Serial Entrepreneur, Business Coach, Sales Strategist, Founder of Business & Bourbon
Ronnell has built a career out of creating businesses and developing sales professionals into high-level performers. He has taught individuals how to feel like part of a team, and perform better as a result.
Ronnell has successfully strategized with both small and large businesses to take their progress to the next level. This has given him a unique perspective on success that he brings to every aspect of his life.
As an award-winning entrepreneur, Ronnell knows what it takes to aim high, and hit even higher.
Co-founder @ Trestle Sales Training & Consulting
Dan Russell is co-founder at Trestle Group. With extensive experience managing, mentoring, and coaching, his strengths come from his unique ability to use his professional experiences to recognize the knowledge and skills participants need to increase their performance and productivity. Dan's passion for authenticity and learning inherently inspires participants to develop new skills and overcome limiting behaviors. With 25+ years of frontline and executive management experience, Dan has spent his career developing high-performing sales teams and has provided sales and product training to local field sales and national teams for industry leading media and technology firms.
Head 0f Growth & Partnerships (Southwest) @ HubSpot For Startups
Magdaline is the Head of Growth and Partnerships for the HubSpot for Startups Program based in California where she works with a global Network of Venture Capital firms, incubators, accelerators, and Entrepreneurial organizations to educate and support Startups and Founders in their Growth Strategy.
A long time HubSpotter and former Sales Rep, she has spent the majority of her time working directly with small to medium sized businesses as they leverage Inbound Marketing and the HubSpot Growth platform to change the way they sell, market to, and retain customers. You can currently find her in LA hiking and spending time with her dog.
General Manager @ Contractbook
A native of Israel via London and now NY, Yoav is a recovering lawyer who has spent the last six years in the New York tech ecosystem. Yoav founded and built the US office and market for Optimove, a CRM Marketing platform that works with the worlds leading brands including StitchFix, Dollar Shave Club, Staples, and Finish Line. Yoav joined Contractbook in early 2021 to help drive it's US expansion.
Founder of Rising Tide, Podcast Host, Speaker, Coach
Margaret is a sales executive turned founder. She spent over a decade of her career building, scaling, and leading high growth software sales organizations ranging in size from teams of 2 to 115.
In 2020, she founded Rising Tide, an organization focused on transforming the business world by bringing a balance of power between men and women to create environments that foster diversity of thought, collaboration, and evoke creativity.
Margaret is also the host of the Rising Tide podcast, a podcast featuring female leaders and the story behind their career success.
Sep 16, 12pm edt: The Mindset of Sales (RSVP HERE)
with Carol Malakasis, Managing Partner @ Rampd
What is selling? Why do people buy? What does the sales process consist of? How do I structure my first sales playbook?
In our introductory session we explore and define all of the above questions and provide answers to them that will help you understand the psychology of sales and how to level up your sales system, whether you are a first time founder or have been in business for years!
Sept 21, 12pm edt: understanding your customer profile (RSVP HERE)
with Terri Hintz, Co-Founder @ Trestle Sales Training & Consulting
Who is my target customer? Why should they want my product/service? What do they truly need? Understanding your customer is the first step in building your sales plan and positioning your product and service in the right way. Knowing your customer, why they would buy from you, and what their needs are will put you in a position to create influence, will shorten your sales cycle, and will ultimately allow you to create a successful sales strategy for your products and services. We’ll walk through the questions you need to ask (and get answers to!) to define your customer profile and understand how their needs align with your offering.
Sept 23, 12pm edt: successful prospecting in the digital age (RSVP HERE)
Jose Martins, GTM Partnerships Manager @ HubSpot for Startups, Startup Coach & Mentor
The key to effective B2B sales is to break the status quo of prospects. Many sales teams focus on perfecting their pitch, their product value prop, and their toolset to confront competitive sales deals - but the most effective ones remove themselves from the equation and focus their entire attention on “which problem do they solve for whom,” therefore challenging their prospect to move from their status quo into a new solution/provider. This session will cover the 3 Sale Sale for complex sales, how to be effective in Sale #1, and how to measure a great sales process.
This session is powered by HubSpot for Startups.
sEPt 28, 2pm edt: Social Selling - Your Network is your net worth (RSVP HERE)
with Gabrielle "GB" Blackwell, Co-Host & Co-Founder @ Women in Sales Club
One of the foundational elements to any relationship is trust. It takes time, effort and focus to do, yet it can be so rewarding whether you're responsible for selling a product, service or representing yourself as a candidate for your ideal employer! What you'll learn during this session is how to integrate LinkedIn into your prospecting and sales motion, how to make the most out of your LinkedIn connections to engage with your target audience, and how to stay relevant when engaging with your potential buyers.
SEPt 30, 12pm edt: Best Practices for managing a book of business (RSVP HERE)
Magdaline Small, Head Of Growth & Partnerships (Southwest) @ HubSpot For Startups
Customers are your most undervalued growth asset, and it’s time we invest more heavily in them. In this session, we will explore selling into and managing a book of business. We will discuss how to prospect, cross sell and up-sell all while keeping your customers, their needs, and timelines at the forefront of the conversation.
This session is powered by HubSpot for Startups.
Oct 5, 12pm edt: Mastering relationship building - The power of true connections (RSVP HERE)
with Larry Long Jr, Chief Energy Officer & Keynote Speaker @ LLJR Enterprises
The quality and strength of our relationships have a major impact on both our private and professional lives, and last but not least, on our happiness. In this session, we will hear from an experienced sales leader about how to approach business relationships from a unique, people-centric perspective, covering topics such as: creating a genuine connection, building rapport, EQ vs. IQ, power communication, and what this has to do with your selling skills. Be prepared to walk away with tangible action items to implement that will not just deepen your business relationships, but also help accelerate your business.
Oct 7, 12pm edT: succeeding at cold emailing (RSVP HERE)
with Nadja Komnenic, Head of Business Development @ lemlist
Think cold emailing doesn't work? It doesn't - if you don't do it right. In the session, we'll explore how to succeed at cold emailing and turn it into your most affordable and best converting revenue channel. Avoid all typical cold emailing mistakes that give cold emailing a bad reputation and turn your cold emails into warm ones that build long lasting relationships. With the world shifting away from in person meetings, platforms like LinkedIn preventing automation by putting limits on the number of people you're able to reach, and not being able to call prospects who are staying at home instead of their offices - cold emails remain the only consistent and reliable way to spread your message out to the world, in an easily scalable, affordable way.
Oct 12, 12pm edt: conducting successful Cold calls & discovery calls (RSVP HERE)
with Carol Malakasis, Managing Partner @ Rampd
What is a discovery call? When do I conduct one? Can I use it in both B2B and B2C? What information do I need to gather? Do I always need one? In this session, sales expert Carol Malakasis will walk you through how to conduct a successful discovery call that will allow you to distinguish buyers from window shoppers and spend your time with qualified leads.
Oct 14, 12pm edt: Strategic influence & effective storytelling in business (RSVP HERE)
with Owen Fitzpatrick, Bestselling Author, Keynote Speaker & Trainer
In this session, you will learn the keys to successfully influencing others strategically. You will discover the power of storytelling and how to leverage psychology to get buy-in from stakeholders. Whether you are looking to lead more effectively, sell more or build better relationships with your clients, this session can help you do it.
ocT 19, 12pm EDT: Life’s a Pitch - Crafting Stories That Sell
(RSVP HERE)
with Alex Gould, Managing Director @ Long Story Short
Producing an exciting and engaging pitch is no easy task; Audience attention spans are at an all-time low, with time-starved prospects looking for immediate solutions to benefit their bottom-line. In this session, we’ll work through the psychology behind why audiences buy, the unique elements to incorporate within your pitch and the right flow and structure to ensure future success. Come prepared to participate, as we discuss the theory and skills required to craft compelling pitches, with practical, real world examples provided to round out the session.
Oct 21, 12pm edt: THe art of DEmoing (RSVP HERE)
with J. Caleb Perkins, Marketing Strategist, Community Organizer, Entrepreneur, Published Author
Oct 26, 12pm edt: the ultimate guide to enterprise sales (RSVP HERE)
Jack Eckblad, Head Of Partnerships (Midwest) @ HubSpot For Startups
Enterprise companies are in their own league. They can be tough sells, but understanding the differences between pitching an enterprise client and a smaller company is crucial to nailing the sale and moving your startup to the next level. In this workshop, we will take deep dives on the enterprise selling playbook and how to adjust your strategy so you can land your first enterprise account as a startup. This workshop will cover:
- What to do before selling to enterprises
- How enterprise selling differs from normal sales
- How to train your sales champion
- Tips & tactics from HubSpot's enterprise playbook
This session is powered by HubSpot for Startups.
Oct 28, 12pm edt: Handling & Overcoming Objections AUTHENTICALLY (RSVP HERE)
with Lindsay Lackner Davey, Founder & Speaker @ Authentic Sales, Culture Curator @ Imperial Oil
Let's face it, it's almost impossible to cruise through a sales meeting without encountering some sort of stumbling block. Our first instinct is often to address those customer objections head-on, but when we do the result often falls flat or worse sets us back in the sales process. We need to be able to understand & overcome these concerns in a way that doesn't come across as pushy or inconsiderate. Half the challenge is making sure you understand where the objection is coming from - getting to the objection behind the objection. This session will deliver tools and tactics to help you 1) identify hidden objections, 2) get to the root of an objection and 3) authentically help your customer work through that objection.
Nov 2, 12pm edt: Negotiations Masterclass (RSVP HERE)
with Dan Russell, Co-founder @ Trestle Sales Training & Consulting
The best negotiations aren’t just about getting what you want, they are about getting what you BOTH want. We’ll talk about how you can operate from this WIN-WIN position, create a partner instead of an adversary, and build trust to lay the important groundwork for a long term, mutually beneficial relationship. We’ll give you tips and practical advice to gracefully navigate the waters of negotiation by fully understanding your client’s perspective and motivations and to create a genuine connection to meet their needs.
Nov 4, 12pm edt: leveraging automation to close leads (RSVP HERE)
with Emily Lin, Head of East @ HubSpot for Startups
In this workshop, you will learn how to leverage automation to scale their sales process, score more conversions, and ultimately close more deals. This workshop is best for startups who want to tap into the power of automation and learn about tools within HubSpot for digital transformation to scale up their sales and marketing process so they can run a lean team. Through this session, you will learn how to grow you business using inbound methodology, save your sales team time, trigger events and capitalize on "hot leads", and create an automation flow. Join this session to learn more about sales/marketing automation.
This session is powered by HubSpot for Startups.
Nov 9, 12pm eSt: Delivering World Class Customer Experience To Fuel Sales Growth (RSVP HERE)
with Ronnell Richards, Serial Entrepreneur, Business Coach, Sales Strategist, Founder of Business & Bourbon
DEC 17, 10:30am eSt: CUSTOMER RETENTION: building trust & loyalty to reduce churn (RSVP HERE)
with Preston Junger, Vice President @ 7shifts & Co-Founder at Mile Square Labs
Nov 16, 12pm eSt: Upselling & Cross-Selling to Put More Money in Your Pocket (RSVP HERE)
with Marinela Prifti, Gomez, Application Sales Manager @ Oracle
Learn strategies for effective cross-selling and upselling to earn more revenue from existing customers. Your customers have many needs - ones that they know about and ones that they have yet to discover: immediate problems and future needs. Luckily, you have solutions for each. Your key is the ability to upsell and cross-sell. This session will build your skills and confidence as well as teach you the strategies to sell and serve your customers better through up-selling and cross-selling. Replace dread and self-consciousness with confidence and credibility to effortlessly add on more sales to your customers' orders and boost your bottom line!
Nov 18, 12pm eSt: How to Build and Scale a Successful Sales Team (RSVP HERE)
with Margaret Weniger, Founder @ Rising Tide, Podcast Host, Speaker, Coach
The growth phase is an exciting time at a company. As a leader it's critical that you set a strong foundation to ensure you can replicate the quality that led to your early success without being involved in every sales conversation. In this session, our speaker, Margaret Weniger, will share the key strategies to help you build and scale a successful sales team.
Nov 23, 12pm EST: WHERE & HOW to recruit the right sales people (RSVP HERE)
with Robert Napoli, Co-Founder & Principal @ Hapday Group, Global Entrepreneurship & Innovation Coach
Hiring is harder than ever, with GenZ entering the working world and the Future of Work changing in our new reality, how do you find, evaluate, and scale the right sales talent? This session will share strategies, tools, tips, and organizations that will help you make sense of this process to attract and hire the right salespeople into your org.
Nov 30, 12pm eSt: How to Build, Structure, and Organize Contracts That Scale (RSVP HERE)
with Yoav Susz, General Manager @ Contractbook
Everybody hates working with contracts and for good reason. They are typically structured to be convoluted and unclear to everyday business people. Building your agreements so that you can automate as much as possible is a key to unlocking faster and more organized growth. In this session we are going to cover what are the best ways to schedule all of your commercial and legal agreements so that you can scale efficiently.
Dec 2, 12pm EST: Build Your Personal Brand for Sales Success (RSVP HERE)
with Preeti Pinch, 2X Top 10 Account Executive and Top Sales Woman to Watch
You've probably heard that building your own personal brand (in any role) is important, but how do you build a personal brand to improve your sales? Join this session to learn more about how building a personal brand can help increase your pipeline, make it easier to build long-term, trust-based relationships with clients and even attract your dream sales role. We'll go over real-life case studies and tools which can help anybody create a personal sales brand starting today without having to be an influencer.
This program is exclusive to WeWork members. If you wish to participate in the full program, you need to be a WeWork Member throughout the duration of the program. If you would like to access session recordings & mentoring, you need to join the WeWork Labs program. WeWork Labs is open for free to all WeWork member companies (excluding WeWork On Demand). Interested in learning more or signing up? Click here: www.wework.com/labs
All WeWork Labs Sales Academy programming is open to our WeWork Labs community from around the globe and will therefore be delivered virtually via Zoom.
WeWork Labs Sales Academy is a three-month program. Your time commitment will be about 2-3 hours per week and consist of:
- attending the speaker sessions as outlined in the curriculum (2 hours per week)
- joining our Sales Academy Mastermind Groups (30 minutes right after Thursday's speaker session) to network & learn together
- working with program content, exercises and resources in your spare time (at your own discretion)
- booking time with WeWork Labs mentors (at your own discretion)
We encourage you to book time with our WeWork Labs mentors at your discretion through the WeWork Labs Member Portal in order to get individual support with your own sales challenges. To access the mentoring component, you need to be a WeWork Labs member: it's free to all WeWork members excluding WeWork On Demand. Join us here: www.wework.com/labs
WeWork Labs is WeWork’s global digital platform connecting and supporting early-stage startups and small businesses. We foster meaningful connections between founders and the educational, mentorship and financial resources needed to drive their businesses forward. Through programs like Leadership Academy, Ready to Raise, and E-Commerce Bootcamp, WeWork Labs aims to inspire WeWork’s global community of entrepreneurs to experiment, collaborate and grow together, no matter where they are. WeWork Labs is free to all WeWork members excluding WeWork On Demand. Join us here: www.wework.com/labs
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