How Yelp Built a $750m Sales Engine with Pete Hancock

03/04/24 • 48 min

Pete Hancock, former VP of National Sales at Yelp and current SVP of Global Sales at Restream, shares stories from the early days of Yelp's go-to-market plan.

During his 11 years at Yelp, Pete Hancock helped the then-startup grow from $1m in revenue to over $750m.

He also built a rigorous sales program that trained thousands of AEs.

In this episode, Alex and Pete discuss:

What sales looked like in the earliest days of Yelp
Yelp’s intense sales training program
How they built a community marketplace around the product
Pete’s transition to selling national accounts
The impact Yelp’s sales culture has had on the broader industry

Pete Hancock, former VP of National Sales at Yelp and current SVP of Global Sales at Restream, shares stories from the early days of Yelp's go-to-market plan.

During his 11 years at Yelp, Pete Hancock helped the then-startup grow from $1m in revenue to over $750m.

He also built a rigorous sales program that trained thousands of AEs.

In this episode, Alex and Pete discuss:

What sales looked like in the earliest days of Yelp
Yelp’s intense sales training program
How they built a community marketplace around the product
Pete’s transition to selling national accounts
The impact Yelp’s sales culture has had on the broader industry

Previous Episode

Leading Revenue at Shopify & Owner: Kyle Norton on selling to SMBs

Kyle Norton, CRO of Owner, shares learnings from launching Shopify's retail POS program and building Owner's sales team.

Kyle Norton has led sales teams at two unicorn companies — League and Shopify.

While leading sales at League, he grew revenue to $20 million and scaled their sales team to 40 reps.

3 years later, he joined Shopify as Head of Revenue for their retail division to help roll out their point-of-sale products.

In today's episode, Kyle joins Alex to discuss:

Building 3 sales motions from scratch at League
Why he made the move from startups to Shopify
Shopify's POV sales pitch
Working with a first-time founder at Owner

Next Episode

Sales Enablement at Algolia & Sigma Computing with Lish Barber

Lish Barber, Senior Director of Enablement at Sigma Computing, shares stories and lessons from building early enablement programs at iHeartMedia, Algolia, and Sigma Computing.

After starting her career in sales at iHeartMedia, Lish Barber accidentally fell into a sales operations role overnight.

It was there that she started her long career in enablement — building programs for technical products like Algolia and Lattice before landing her current role at Sigma Computing.

In today's episode, Lish and Alex talk all things enablement, including: