The Twenty Minute VC (20VC)

20Sales: Sierra: Inside Silicon Valley's Fastest Growing Sales Machine & How to Prospect, Outbound and Close Enterprise Deals in AI

And it's really explain who are you, tell me about your background, you know, walk me through a deal that you closed. Then how do you think about certain things that we're looking for? We have corporate values that we really hone in on. We try to eva

The Twenty Minute VC (20VC)

20Sales: Sierra: Inside Silicon Valley's Fastest Growing Sales Machine & How to Prospect, Outbound and Close Enterprise Deals in AI

And I think when someone does a a sales presentation, do they have, like, errors on the slides or the slides formatted correctly? Are they a storyteller? I think you can find out a lot about someone about their craftsmanship by how they prepare for t

...a good presenter? Yeah. I think Energy? Energy, authenticity, which is kind of the keyword for the entire social commerce ecosystem when it comes to content. This isn't glossy. It's, you know, front

The Twenty Minute VC (20VC)

20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves

and learn about what we're selling and the actual problems that we're solving? And then without any training, how far can they get with our product? And that's another example of assessing problem solving. Like, can they be resourceful and do this wi

The Twenty Minute VC (20VC)

20Sales: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | Moving from SMB to Enterprise: How and When | Verticalised Sales Teams: Why They are a Gamechanger and How to Build Them with Ben Fiechtner, CRO @ Clari

role playing, because because I think people then overplay the acting part. And a lot of times, my own team and myself don't read the prep well enough to be like, the person's actually really asking a good enough question. We're just being jerks and

The Twenty Minute VC (20VC)

20Sales: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | Moving from SMB to Enterprise: How and When | Verticalised Sales Teams: Why They are a Gamechanger and How to Build Them with Ben Fiechtner, CRO @ Clari

role playing, because because I think people then overplay the acting part. And a lot of times, my own team and myself don't read the prep well enough to be like, the person's actually really asking a good enough question. We're just being jerks and

The Twenty Minute VC (20VC)

20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves

How do people most mess up demos or case studies? I would say there are two ways. The first is a lack of preparation. A lack of preparation, research, and actually doing their homework to come up with a polished first meeting. And so I'm looking for,

The Twenty Minute VC (20VC)

20Sales: How Rippling Built Their Sales Machine: How to Hire, Train and Manage the Best SDRs, What is the Right Comp Package for Sales Teams & The Playbook to Start and Scale Your SDR Team

...writing skills. Right? A lot of the times, we are booking demos over email. We have sequences and we have templates that we use. But when you get an objection, it's really important to make sure just like the active listening on a cold call that you

The Twenty Minute VC (20VC)

20Sales: Why Every Sales Rep Should Do Pipeline Generation & How to Teach Them | Verticalised Sales Playbooks: When and How | How the Best Sales Reps and Leaders Structure Their Time with Carlos Delatorre, CRO @ Harness

...skills? We're reaching a conclusion or we're developing an opinion on where they are in terms of maturity on the skill through interviews and back channels. But then, I'm a big advocate for at the end of the process, we call it a challenge. We have a

The Twenty Minute VC (20VC)

20Sales: PLG and Early Adopter Sales are Gone, How to do Sales Forecasting in 2023, Why You Cannot Do PLG and Enterprise from Day 1 at the Same Time and Which is Easier to Start, How to Onboard, Manage and Scale Reps with Rich Liu, CRO @ Everlaw

...sales skills. So it really depends on what you would want to get out of it more. And actually, I might do either one depending on, do I have questions of if this person's either smart enough to do my sale or motivated enough to go do the research or

The Twenty Minute VC (20VC)

20Sales: How Rippling Built Their Sales Machine: How to Hire, Train and Manage the Best SDRs, What is the Right Comp Package for Sales Teams & The Playbook to Start and Scale Your SDR Team

Yes. We'll have a hiring manager that does a phone screen, and then we do, you know, two to three actual panels, what used to be in person, sadly, is now over Zoom in this new modern world, but essentially an in person interview. We do we do role pla

The Twenty Minute VC (20VC)

20Sales: Why Every Sales Rep Should Do Pipeline Generation & How to Teach Them | Verticalised Sales Playbooks: When and How | How the Best Sales Reps and Leaders Structure Their Time with Carlos Delatorre, CRO @ Harness

We have an event where they have a couple of days to go think about some questions, prepare a presentation, and come back and present it. But that's more of a validation around the decision at the end. It wouldn't be fair to a candidate to do that ea

The Twenty Minute VC (20VC)

20Sales: How the Best Sales Teams Use AI to Win Enterprise Deals | Sales Teams Will Be Dramatically Smaller | How to Ramps Sales Reps Way Faster | Why Unpaid Design Partners are BS | Why this Generation of Sales is Soft with Ishan Mukherjee @ Rox

How How do we spend an hour and a half? Try to overshare context. Kind of Silicon Valley ethos is don't hide anything. Just share what you're working on because if somebody beats you on your own game, that's on you. So like, I just share everything.