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17 results for “startup sales”
Concept2 mentions across episodes
startup
...sales professional at a PLG company is that you get to talk to customers who are already warmed up and teed up and hopefully effusive about the product, but you have to be really proactive. So a good seller within a PLG company is kind of like an ext
12:52 / 19:56
from transcript12:52 – 19:56
...startup. Because if you can get them, that's all the proof you need. How do you approach finding someone? Let's just get tactical there. Just, like, say you're going after Walmart. I know this is, like, not like a five second answer, but just how wou
10:27 / 11:33
from transcript10:27 – 11:33
...a sales leader is about listening and engaging. So a sales leader should go on a customer tour, ideally meeting some of the customers in person, and that person should wonder where do they work? How does your tool get used in the wild? What do people
12:02 / 14:29
from transcript12:02 – 14:29
...early stage startup. If what we're thinking about is first couple of hires and what they actually need, their job is to go out into market and collect information about your addressable market feedback from the customer that can inform the product ro
10:26 / 11:38
from transcript10:26 – 11:38
...can tend to have a really bad rap and it is so important to be those brand holders of our business, to be able to show the company. Sales is not something that we need to always be struggling or combative with, but really we should be working in lock
9:32 / 11:44
from transcript9:32 – 11:44
...old sales team and have kind of the fuel and the revenue. And now maybe you can go raise another round that's gonna just help continue to accelerate your business. Do we give discounts for testimonials? How do we think about testimonials? Man, I love
28:03 / 29:33
from transcript28:03 – 29:33
...sales strategy for ethnic restaurants. Ethnic restaurants are basically anything that's not your domestic restaurant. But they have a vertical sales strategy where they send in a Chinese person into Chinese restaurants, a Taiwanese person into Taiwan
35:59 / 37:01
from transcript35:59 – 37:01
...sales prospecting. Then, you know, when I was in meetings with these founders, they would say, I'm not sure if cold email actually works. So I I would say, how the hell are we having this conversation right now? And then they would say through cold e
8:07 / 9:20
from transcript8:07 – 9:20
...salespeople? I think for me, how I think about salespeople and another cheesy alliteration, I think about it through three lenses, attitude, aptitude, and authenticity. And they all kind of mean a little bit of different thing, but I think those are
36:44 / 37:48
from transcript36:44 – 37:48
...and let them build out their team beneath them? Which is the right profile? You talked a little bit about the role of a seller in collecting information about the market. Right? That's when you're really early stage. You don't need someone who has sp
15:42 / 16:52
from transcript15:42 – 16:52
...with sales people. Do you think that you should go for the logos, or do you think that you should go for just quantity? Like, just get as many clients or, like, go for that stellar logo? I think it depends on where you are as a business. Right? In Yo
30:00 / 31:06
from transcript30:00 – 31:06
...where sales come in. So my view is get the product to do product, yes. Get humans who are super strategic to do the commercial, yes. But they're doing non transactional commercial, yes. They're not just signing an auto form. They're really working wi
6:44 / 7:45
from transcript6:44 – 7:45
...is why the startup experience is so important. Hopefully, the rep comes in understanding a little bit of what they need to be successful in an environment where there isn't a lot of structure and there is a lot of ambiguity. You know, you as a founde
27:37 / 28:51
from transcript27:37 – 28:51
...sales process, so you've got to actually show that. You got they gotta see what it's like to work with you. Dude, you ever chatted to Chris Degnan about CS? He goes, you know what I did when I came into Snowflake? I got rid of all CS. No more CS. I d
23:49 / 26:07
from transcript23:49 – 26:07
underestimate how long it takes to close a customer anyways because they close maybe a couple of their friends, and they just assume everything kinda, like, fall the same pace. Right? Right? That's one often first trap I need to get rid of them first
17:13 / 18:18
from transcript17:13 – 18:18
...sales motions. Last year, we decided to put together a dedicated pilot team. We wanted to see what the impact would be if we treated our sales cycles like they were real customers.
34:28 / 35:31
from transcript34:28 – 35:31
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