Lessons Learned in Sales: Building an ICP and Hiring the Right Reps

Episode Notes:

- Elitsa Zaimova is the Sales Director of Preply.
- Preply is a language learning platform that connects tutors from around the world with learners.
- Elitsa has been with Preply for 6 years and has been instrumental in its growth.
- Preply started as a marketplace for language learning and later expanded into offering language learning programs for organizations.
- Elitsa currently manages the Canadian market but previously managed the EMEA team.
- Preply targets global organizations with multicultural teams or teams that need to communicate with customers in different languages.
- Elitsa emphasizes the importance of building a specific Ideal Customer Profile (ICP) and constantly refining it based on patterns and data.
- She also shares the importance of hiring the right salespeople based on their personality, experience, and trustworthiness.
- Elitsa highlights the value of having a mentor in the sales field and credits her mentor for guiding her through the process of building a sales team.
- She ends by reminding listeners that sales can be challenging but with the right mindset, it can also be fulfilling and enjoyable. Learning from mistakes and staying positive are key to success in sales.