SalesMVPLab

How we work with founders ⬇️ 

→ We help you learn basic sales skills through courses and coaching
→ You implement a minimum viable sales process in your startup
→ We troubleshoot how things are going through community and AMAs

Founder

Savio Technology Inc

How we work with product teams ⬇️ 

→ We help you collect product feedback from your sales and CS teams
→ You organize your features by number of requests and CRM attributes like cumulative ARR
→ We help you close the loop on what's being built and what's been shipped

Head of GTM

Pavilion

Advanced RevOps School Graduate (June 2022). Learned actionable insights into the core functions of a RevOps leader, like building a successful forecasting model, driving outcomes, developing a GTM operating cadence, and hiring top RevOps talent

CRO School Graduate (July 2021). Learned the key skills and strategies needed as a CRO, including developing a theory of enterprise value, financial modeling and unit economics, revenue team alignment, board management, and building a world-class team.

The Revenue Collective is a private, invitation-only community of sales and marketing executives at growth-focused companies.

Executive Member

Director, Sales Development

Director of Sales

Director, Sales Enablement & Solution Consulting

After breaking 7 records in my final quarter as VP Sales at Proposify, it was time to move on to the next challenge.

I had worked with Q4's CRO Mark Ramsay a few times from a consulting capacity (LevelJump, Proposify), and was really impressed by his revenue leadership. I wanted to join his revenue team full time, which brought me to Q4.

At Q4, I'm heading up sales enablement. I'm working on resources, training, coaching, and aligning sales plans/processes to our increased revenue growth.

Director, Sales Enablement

Proposify

This brings me to where I am today.

Kyle Racki appointed me to VP Sales after successfully rebuilding our sales process from the ground up.

I'm working on scaling the sales team, sales process, and revenue channels so we can reach the next level of revenue growth in the company.

Doing all this, while bringing an amazing product to sales teams around the world, saving them the headache of putting proposals together, helping them increase their close rates, and making leadership teams confident that sales is equipped with the right content and pricing to help grow revenues.

Vice President of Sales

I moved into the Director of Sales position to head up the rebuild of our sales process.

This was not an easy task. I came mostly from a marketing background at early-stage tech startups. And I had only briefly managed an SDR team years prior.

But a lot of the programs I had launched for sales enablement were really taking off. The Executive team wanted to task me with rebuilding our sales process and team from scratch.

There were a lot of trials and errors, but we had amazing team members that really focused on learning and growth, and got us there.

During this time, we were able to get our sales cycles below 30 days, increase our close rate significantly, and triple our average deal size.

We also learned a lot about pipeline growth, velocity, hiring, onboarding, training, and coaching.

Because of this, I was tasked to lead the next phase of growth for the Proposify sales team.

I joined Proposify as Sales Enablement after moving back to Halifax from a 5-year stint in the Toronto startup scene.

I was excited to bring a lot of my learnings to an Atlantic Canadian SaaS startup and help grow revenue.

Initially, I worked on aligning the sales team to the overall objectives of the executive team from a go-to-market perspective.

I got a chance to optimize our process, implement our sales methodology, refine our coaching programs, and get our sales team to close bigger deals faster.

In May, I was asked to rebuild the sales team as we hit the reset button.

Sales Enablement Manager

LevelJump

As my career developed, I noticed that I got the most enjoyment from working directly with the sales team.

I had enjoyed this in previous roles at other SaaS companies. So I wanted to get closer to the Sales Enablement space.

I met with David Bloom to discuss how I could get into the local Sales Enablement space in Toronto, but we immediately hit it off.

After a couple whiteboarding sessions, I was brought on as the first marketer, and fourth team member.

I had to build a marketing engine and sales process from the ground up. I had a chance to get my hands dirty at prospecting, running sales cycles, doing demos, and training reps while I was there, which is not something a marketer would typically get the chance to do.

David and I, along with our VP Product, James Tam, worked on getting the company to product-market fit.

It was a great time - we hired people, made mistakes, worked with great customers, and saw the revenues grow from little to something in just over a year.

Some of the proudest work in my career was done here.

Not only did I learn a lot about sales enablement, but I also developed my project management skills, my accountability, and really honed in on managing up.

I ultimately decided to leave a great product and team so my wife and I could move back to Halifax, NS to be closer to our own family.

Marketing Manager

FlashStock

After having worked at two smaller SaaS startups, I wanted to try something bigger.

I needed a bit more structure for my development, and wanted to hone in on my strategic marketing skills.

I joined FlashStock at around 50 employees, and saw it through a growth spurt to 120 employees, ultimately being acquired by Shutterstock in summer 2017.

My biggest learnings here came from my demand gen partner, Roger Figueiredo, who taught me about the importance of setting expectations around project management and deadlines, and the importance of data cleanliness.

Product Marketing - Acquired by Shutterstock

PostBeyond

After finishing my year at an agency, I went back to a SaaS startup as the first marketer hired on the team.

We were about 10 people total at the time, with some early traction in the market.

I had to build a marketing engine from scratch and support the sales team with leads and content enablement.

I grew a small team of marketers and briefly managed a BDR team too as some sales leadership was transitioning.

This was my first time managing people. I learned a lot about what to do, and what not to do.

I also learned how to build key parts of a revenue engine.

Director of Marketing

SteamFeed

SteamFeed was a passion project that came out of DJ Thistle and I when I first graduated university.

Being in Halifax, NS, with little job prospects at the time, I partnered with DJ to launch an online publication focusing on digital marketing and tech.

Eventually, we had over 80 regular monthly contributors, hundreds of guest writers, and over 120,000 visitors a month.

It was a great project, learned a lot about content marketing, managing a website, managing writers, editing, and growing an idea from nothing.

It supplemented a lot of the stuff I was doing in my day job.

But after almost four years, and multiple promotions on DJ and mine's real jobs, we decided to hang up our hats and close down the website to focus on other things.

Co-Founder, Editor, and Business Strategy

/newsrooms

After having done an early-stage tech startup, I gave a shot at working in a content marketing/social media agency.

I still had in the back of my mind the idea of going to work for a big company.

I learned a lot about managing client expectations. Thinking in projects. Getting great work done.

I learned about data and reporting. Building processes.

But I still yearned to get back to SaaS.

I appreciate my time at the agency. I learned a lot. But the biggest learning was realizing what I really wanted to do.

Growth Manager, Social Media

I help founders learn sales skills | Head of GTM at Savio | Want me to audit your sales process? Send me a DM 💪

What I do →

• I'm the founder of SalesMVP Lab. 
• I help early stage founders learn sales skills and implement a minimum viable sales process
• I also do sales for Savio.io, a SaaS product feedback management tool

Founders over-index on product and strategy in the early days, and under-index on tactics and sales.

Here's the reality - you'll know if your product is good when you have happy paying customers that renew.

Anything else is opinion.

And the problems you first set out to solve. The features you create. Your MVP. Those are rarely the problems you'll be solving when you scale.

So don't worry if you don't know your ICP from the start.

Make your assumptions. Then focus heavily on marketing and sales tactics to land your first customers. Focus on daily momentum.

Once you have 20+ happy customerss, you'll get a better sense of the use cases, the problems, the personas, the companies, the ICP.

Napkin positioning will help in the early days. Keep it to a minimum viable position, because it will change a lot.

Then bias towards action.

Daniel Hebert

Hey there, thanks for dropping by my profile. Please connect and let me know if anything piqued your interest.

I grew up in a small town, with big dreams. I had dreams of becoming a CMO for a massive consumer goods company like Coca-Cola. But I woke up and faced the reality.

But that reality led me to do big things. Big things at startups in Halifax, like taking a product to market at a SaaS startup. It led me to move to a big city, Toronto, where I learned how to build revenue engines from the ground up.

But my big dreams led me back home, where my wife and I are now close to our family, which is the most important decision we could have made.

I'm still doing big things. Just in a smaller city. I'm leading Q4 to the next level of revenue growth as head of sales enablement and solution engineering. I'm working with a great team that amaze me every day. I'm working for a company who has strong core values and celebrates diversity.

Dreaming big, in the end, led me to exactly where I am today.

----------More About Me----------
- 8+ years of B2B marketing/enablement/sales experience in SaaS companies
- Tech stack: Salesforce, Pardot, Hubspot, Excel, LevelJump, Lessonly, Gong.io, Chorus.ai, LeadIQ, LinkedIn Sales Nav, Salesloft, Outreach.io


-----------Contact Info----------

I'd love to learn more about you! This is how you can reach me.

• Send a connection request!
• @danielghebert on Twitter and Instagram

------------Specialties------------

Sales Enablement  |  Buyer Journey and Sales Funnel  |  Insights and Analytics  |  Research and Discovery  |  Early-Stage Startups  |  SaaS  |  Software | Sales Alignment | Marketing and Sales Alignment  |  Sales Onboarding | Business Development  |  Sales Coaching  |  Sales Training  | Sales Process Design  |  Sales Operations  |  B2B Content Marketing Strategy

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