In this episode, we feature Martijn Terpstra’s journey from Sales Development Representative to Chief Revenue Officer in the SaaS industry, and his leap into entrepreneurship. Raised in Friesland, Netherlands, Martijn’s early work in a call center laid the foundation for his sales career. His unexpected entry into the SaaS field with Meltwater led to significant roles, notably at InSided, where he facilitated international expansion. Martijn launched his startup, FRANQ, focusing on insights into sales opportunities and customer retention. Balancing his role as a father of two, he emphasizes work-life harmony. In this article we will recap the most important parts of the podcast.
Early Work Experience Shapes Sales
Early work experience significantly influences a career in sales, as illustrated by Martijn Terpstra’s journey. Starting with delivering newspapers and washing dishes, Martijn developed a strong work ethic and sense of responsibility. These roles taught him the value of hard work and perseverance, essential qualities for sales professionals.
His pivotal experience came from working in a call center, where he learned the art of persuasion and effective communication. Making cold calls and pitching products honed his skills in delivering compelling sales pitches and handling rejection. This performance-driven environment instilled resilience and adaptability, which proved crucial when he transitioned to a professional sales role at Meltwater.
Martijn’s early work experiences laid a foundation for his sales career, equipping him with a strong work ethic, effective communication skills, resilience, and adaptability. These attributes are vital for building client rapport, overcoming objections, and meeting targets consistently. Martijn’s story demonstrates that early work experiences can serve as a crucial foundation for a successful sales career.
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Passion for Sales and Hard Work
Martijn’s passion for sales and dedication to hard work are evident throughout his career. He emphasizes the importance of working hard for something you truly want and not shying away from the dirty work. His early jobs instilled this mindset, which he carried into his professional career.
At a call center, Martijn learned the value of hard work, understanding that success in sales requires going the extra mile. Even as a CRO of a multimillion-dollar company, he engaged in tasks like cleaning up CRM or building target account lists, showcasing his dedication and passion.
Martijn’s willingness to do the dirty work extends to his current role as an entrepreneur. He handles tasks typically done by BDRs and account executives, recognizing their importance for business success. This hands-on attitude sets him apart, reflecting his understanding of the significance of involvement in all aspects of the business.
Impulsive Decision Leads to Success
Martijn’s career exemplifies how an impulsive decision can lead to success. At 22, he stumbled upon an advertisement for an international management traineeship and impulsively applied, despite limited experience. This led to a job offer from Meltwater, propelling his career in the SaaS industry.
Martijn’s initial lack of awareness about SaaS did not hinder his success. His passion for the product, willingness to take risks, and embrace challenges propelled him forward. His impulsive decision to apply for the traineeship led to a fulfilling and successful career in sales, highlighting the importance of taking risks and following one’s passion.Â
SaaS Sales Offers Rapid Career Growth
SaaS sales offer rapid career growth opportunities for those looking to make a direct impact on growing businesses. Martijn Terpstra’s journey illustrates this potential for advancement.
SaaS sales provide the opportunity to contribute to business growth directly. Financial incentives also attract individuals, with competitive pay even at entry-level positions. High-performing sales professionals can earn substantial bonuses and commissions, enhancing their earning potential.
Martijn highlights that ambitious individuals can quickly progress within the industry. Many SaaS organizations recognize the value of talented sales professionals, leading to rapid career growth from entry-level positions to leadership roles.
Sales Performance Leads to Promotion
Martijn’s career demonstrates the correlation between sales performance and promotion. In sales, performance is easily measurable, and high performers are more likely to receive promotions. This visibility of performance distinguishes sales from other roles.
Martijn’s achievements at InSided highlight this correlation. He helped scale the company internationally, showcasing his sales prowess. This success led to the company’s Series A funding and Martijn being tasked with setting up an office in New York.
Martijn’s story shows how excelling in sales can lead to rapid career growth and personal fulfillment. The measurable nature of sales results allows companies to recognize and reward high-performing individuals.
Entrepreneurship: A Long-Time Desire
Martijn’s journey highlights his long-time desire to be an entrepreneur. Despite hesitations and excuses, he finally pursued his passion for building something from scratch. His education and early entrepreneurial experiences fueled this desire, but he delayed taking the leap due to career success and other commitments.
At the start of the year, Martijn considered his next move seriously. He contemplated another high-level sales role but ultimately decided to pursue entrepreneurship. The energy and excitement he felt for starting his own business outweighed the security and stability of his previous career.
Networking Is Crucial for Direction
Networking is essential for finding direction in entrepreneurship. Martijn emphasizes the importance of speaking to potential target audiences and industry experts to gain valuable insights.
Networking provides opportunities for collaboration, staying updated with industry trends, and self-promotion. Building relationships with other entrepreneurs or professionals can lead to partnerships and mentorship.
In conclusion, Martijn Terpstra’s journey highlights the significance of early work experience, passion for sales, hard work, impulsive decisions, and the importance of understanding lost deals. His transition from a secure career to entrepreneurship exemplifies the challenges and rewards of pursuing one’s passion. Balancing work and family life, embracing doubts, and the crucial role of networking are also key takeaways from his story. Martijn’s experiences serve as an inspiration for aspiring sales professionals and entrepreneurs.
Watch the interview here:Â
