Learn the Steps to Scale Your Sales Team

May 4, 2021

Speaker Slides

Scaling Your Sales Mindset, Message and Method

Charlene DeCesare

Ten Steps to Scale Sales for Startups

Kathy Yenke

Scaling Your Sales Team with a High Performance Organization

Jamie Crosbie

Do you need to begin your company’s sales effort and need to learn where to start or what to do to scales a successful sales team? It is not as simple as hire salespeople and they start the next day making sales. You need to plan and implement the sales processes, a hiring strategy and sales technology to scale your sales team. Additionally, you need to continually update the processes, and sales training/coaching.

Do not be confused by all the jargon out there! There are many different strategies and opinions but, every company is different therefore, your plan to scale your sales team is going to be unique to your company. Our panelists combine many years of sales successes and failures in many verticals and will be joining us to discuss how to effectively scale a sales team and consistently grow your sales.


Charlene DeCesare, Founder, Charlene Ignites, LLC, Author, Trainer, Fractional VP Sales


Charlene “Ignites” DeCesare is a trusted sales advisor with more than 28 years of experience igniting massive sales growth for companies such as Gartner and Bright Horizons. As Founder of Firewalk Sales, she specializes in accelerating the sales of high-value services.

Charlene has a B.S. in Communications from Emerson College and an M.B.A. in Sales & Marketing from Rivier University. She’s a Professional Member of the National Speakers Association, a Nationally Certified Brain-Based Success Coach, a Certified Sales Leader (CSL) with Sales Xceleration, and a Lead Consultant with RAIN Group.

She is also the author of The Email Cemetery: Where Bad Sales Emails Go to Die & How to Resuscitate Yours.

Kathy Yenke, Principal / Sales Catalyst Solutions


Kathy is the founder of Sales Catalyst Solutions, a sales consultancy specializing in revenue growth and sales excellence. She is a Certified Sales Leader. Utilizing theproven Sales Xceleration platform, Kathy helps clients exceed their growth and sales targets across a range of industries by creating a tailored sales strategy, developing effective sales processes, and assuring that sales execution ignites growth. Kathy possesses over 25 years of sales leadership experience in various high technology markets where she has led regional, national and global sales,marketing and business development teams to superior results. As a sales mentor, her passion and contagious enthusiasm results in teams consistently overachieving business goals and breaking through growth barriers. A small example of her experience includes: IBM: Managing global sales management for 18 years Startup: Business Development role in a VC backed company Various

VP Sales jobs in the technology industry Sales Consultant / Sales Xceleration: consulting and training inside of SMBs, primarily with optimizing the entire sales and service process and establishing best practices Kathy earned a BA in Economics and German from Bowdoin College and the Wharton Executive Management Program.She resides in Sudbury, MA with her husband and three children. In her spare time, Kathy enjoys downhill skiing, golf, and spending time with her family.

Jamie Crosbie | Founder and CEO ProActivate


Author of “The Power of 2, Exponential Sales Leadership” and “How to Source, Qualify and Hire Elite Sales Talent” and most recent book, “Journey To The Top: How to Reach Your Peak Performance Life.” Certified Speaker in the High-Performance Mindset System, Expert in Sales and Sales Leadership Talent Acquisition, Sales and Leadership Training.

Jamie has over 25 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 16 years ago. She started her career in traditional recruiting firms primarily in sales leadership positions. The following five years were spent within online recruitment where she served as Vice President of Sales at Career Builder.


Susan MacConnell, President, Diversified Sales Solutions, Inc.


Susan is a LinkedIn lead generation strategist & president of Diversified Sales Solutions, Smarketing CONNECT & creator of The Client Connectorᵗᵐ method. After helping clients in 7 unique industries with lead generation and collectively sending out, over 45,000 direct messages on LinkedIn, she has developed the expertise to connect with people in a real and authentic way. Susan’s sales career spans over 20 years and she was an early adopter of LinkedIn when it was easy to find prospects. She has continued to grow her network and client base successfully over the years. Her background includes sales management, sales team creation, sales training. Susan has helped recruit and build sales organizations, creating direct selling teams.

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