YouSaid · the spoken record

Becca Lindquist

lines on the record: 87
first: 2026-05-02
most recent: 2026-05-02
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“The best advice to a new parent actually, my wife and I talk about this all the time if you have a rigid schedule, then the kid can be off schedule. If you don't have a rigid schedule, you're like, the baby eats when the baby eats, the baby sleeps when the baby sleeps. No way to get off schedule, no way to feel down about yourself, feel down about the kid. You just go with the flow. Makes your life a little easier.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“A good question What time frame? I worked on a deal with a rep at my last company. It's a large bank in Australia. It's one of the big four banks. And one, we had an EB. She was the chief digital officer, chief data officer. And she just fucking got it, man. Like, she was maybe a little bit earlier in career for a C-level role. She was super innovative. She would come to us and she'd be like, yo, I'm checking out these other tools. What do you guys think? How do they play? Does this story make sense? So like, it was almost like working with a friend that was like really smart that was putting together their data stack. The use case was the coolest, though, which is they were using our product to basically create new derivatives that they were going to sell to my classification poor rich people, people who had between $10 million and $50 million of net worth, and they were going to launch 10 of these products.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, right? And they're like, our average, you know, we do a three call close and it's $9,000 MRR, and like we're just focused on logo acquisition because we know that we can go double those. Okay, cool. That makes sense from a business perspective.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, I'm not a math major, right? So, like, there's a math equation in there that I don't know the intricacies of. I'll tell you the ACVs that I'm less excited about as a sales leader. Anything below 20K, I'm like, why do you have a rep? And if it's not like a very short sales cycle, like I'll talk to some founders like, average deal sizes, 25K in our deal length is six months. And I'm like, what are we doing here, guys, right? If you're spending that, you're either spending way too much time with these folks, or you could add at least another zero and justify it, right? You know, you talk to like HubSpot and they're at the size where like, yeah, they've got reps that are working like $9,000 deals, right? They're at a different scale.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Because I think today the buying cycle, the buying committee is not just one person. You have to have the product that can go and satisfy the needs of multiple people and multiple kind of divisions in a business.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“You finally got a good one. I'll tell you how we're thinking about it at Clay. We're going to spin out a small new verticals team. And the reason that we're doing it is because we don't have a complete understanding of like the data coverage or the data sources. Do we have them? Do we have the right coverage? We don't have a motion of where we land. What's the story that we tell? So I think when you're trying to enter a new vertical in a concerted way, that's when it makes sense. I also think when there's some sort of like expertise that you need, like, you know, everybody has a finance vertical or they hire someone in Detroit to sell to the big auto companies, right? If there's some sort of like differentiated expertise, I think that makes sense. Here's where it doesn't make sense is where, yeah, I've got my guy at JPMC and he just buys whatever like that, that's dead, like the relationship type of sale of like, well, I know all these people. I have this Rolodex. That's gone.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I think everybody would say this. I think people feel like they don't want to be sellers. So like, you know, maybe you're a product leader and you're like, I don't really want to go into sales because it feels a certain way. I think that if people understood that like, hey, we're not just making 150 cold calls a day and indiscriminately trying to sling our product. Like, no, I actually thought critically about your business and here's how I can help you. I wish people would view sales more like that, but I understand there's a lot of us out here.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Especially in Europe. Fuck off. It's a 3D weekend. Look, I don't track attendance. And like, if you're productive, you work from wherever. You get a little bit of flexibility. But if you're underperforming and you're not in the office, we're going to have a conversation.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I'm a five day a weeker. I show up to the office five days a week. I'm here in London for these four days tomorrow. I'm going to go to the office on Friday. I think that you get so much more when you're working in person with your team. Like I get FOMO when I'm not in the office.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“12 months ago, I actively resisted using AI. I was like, I think it's going to make people dumber. I think that, you know, you see some folks that just ask Claude the answer rather than reasoning about it themselves. And I was like, well, I don't love that. Obviously, like now I work at an AI company. So maybe I'm a hypocrite, but like basically I went from saying, fuck that. Like I'm not going to use this thing. Like I've got a brain and I'm going to use it to, okay, how can I offload some of the things or like how can I teach Claude to think like me so that I have two of me and I can converse with myself and be my own thought partner?”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“And they do not want to deviate from that, even for high slope individuals. I think that's a mistake because then you just get the same, you get 100 of the same kind of person versus people who are going to actually push the envelope.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Focusing on the last company that they were at, and if it was a playbook company or not. So, like, I'll give an example. It's actually interesting you see, I don't know if you saw Brian McCarthy just joined Cursor from Rubric. And actually, I was texting with a friend last night. A lot of people are now moving from Rubric to cursor. Rubric, very playbook company, cursor AI first company. And I have a ton of respect for those guys and all the playbook folks. And I think what they've done and what they've taught the craft of sales is really, really valuable. It's going to be very interesting to see how they modify their playbook to be AI first because I think there's a lot of parts that are still very relevant. But I think there's some parts that are going to be thrown out. I give an example like understanding entire business case before you do anything in the product or you show any value. Like you can't really sell that way in the AI space. So like I'm very interested to see how that works. But like I've worked for leaders in the past that they have a certain hiring profile.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, that was fucking useful. But think about one rep could do that. How do you do that when you have 100 reps? What do you do? How do you scale that out? How do you add in something new and iterate on it? That's a lot of people, we talked about my favorite phrase, the Claude Spookies, right? Like, oh, why doesn't Claude just do that? It's like, hey, have you ever tried to get 100 people to do something different to change something, to iterate in the same way that you iterate? Good luck. Because we're still humans, right? We're not bots yet.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“You can now. Well, you can't verbally type diarrhea. Maybe you can use Whisperflow into Sculptor, which is like our kind of like, you know, clippy from the Microsoft word, right? Sculptor is like our little clippy, you can say. I'm trying to find the 100 best Indian restaurants in London and find out who their owners are, what is their Yelp reviews, and what are people actually saying in those Yelp reviews is the best dish. And then Craft Me and Outbound emails saying, hey, owner, I'd love to sit with you on Thursday and talk about whatever while we eat this dish. You can put that into sculptor and it will build a table for you. So you're actually not starting because that was like when I was, I guess, interviewing or talking to Varun about joining Clay, there are a bunch of...”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“That's right. It's the same problem as WhisperFlow and email, right? It's a spreadsheet. You open it up. It's a blank spreadsheet. So where do you start?”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, we use clay, right? We use clay to supercharge our SDR team. Because if I can build a system that then tells the SDR where to focus, and then I can go train that SDR. Let's go ahead and do it.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Oh, yeah I have a ton of respect for him. And, like, if you've been an operator that long, like, God, you've got some thick skin, but he'd said the other day he was like, no one's going to type anymore. Like if you're typing, you're behind. You should be talking to your technology. And I was like, that's a weird way to think about it. It's like a very futuristic Jetsons way to think about it. But it's actually true. Like, I don't really type that much anymore.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't know if you have this problem. If I open up a new email tab and I just have a blank email, I'm like, oh my God, like, what am I going to say? If I can just press a button and say, like, that's how I send out like a weekly update. And if I can just press a button, I say, yo, squad, this is what's going on this week. Here's the numbers. Here's the pipeline, like, and it does the whole thing for me. And I just hyperlink. Yeah, and you can”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, that is kind of annoying, especially if you don't have it open. So, hey, WhisperFlow, if you could fix that for me, that would be really great.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Do you know what, though, it's very objective? I did a reference call last night on my phone and I used granola to take the notes, and I just sent it to Varun and my talent partner. And like, it's like very cut and dry. There's like no emotion in the granola notes. And Varun was like, is this a positive? Like, was this a positive reference? And I was like, yes, it was glowing. And I looked back to the granola notes and it was like just objective. Like, yes, Stacey helped me in this deal. Like blah, blah. And I was like, okay, got it. I'll figure out a different process. So they got some things to work on. And then Wisp.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't know that I have particularly found the AI tool and brought it in, but here's like two tools that we use pretty aggressively. Like everybody uses Level, everybody uses Claude, right? Like I was talking last night with a bunch of my team about on the plane back to New York, I'm probably just going to look at the Claude saved projects and just steal a bunch of ideas. The two tools that I'm obsessed with right now, granola, everybody's obsessed with granola. They just raised a big round, happy for them. The other tool is WhisperFlow. Are you familiar with them?”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, I think how many businesses do you think out there can actually replace the entire SDR process and just hand it off to an agent? Right now.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I didn't say it doesn't change it. I just said it doesn't replace it. I think about this if I can, and this is like my thesis with the Clade R team is like, let's say 2018, an SDR can book in a given month, say they're booking 15 meetings, right? If I can arm that rep with clay and a clawed seat, maybe a lovable seat, I don't know, I can tool them with some sort of AI stack, and now they can book 40 meetings a month. I'm going to say, yes, please, thank you. Okay, now I want to grow my team of SDRs from eight to fucking infinity, right? Because I see a ton more productivity. Anybody that's like, oh, well, you know, we're just going to cut our SDR team in half. I'm like, hmm, okay, that's an interesting move, right? That's a scared play that you're making because you're saying I can get the same productivity for half versus saying I can get this productivity.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I tell people I need to be better at this. I need to follow my own advice. We do really cool shit at Clay. So I'll give an example. You can, if you work at Clay and you want to try out a new AI tool, you can just go into a channel and say, can I have a ramp card to try this tool out? And they'll give you a ramp card. Like, no questions asked. Like, I want to try this AI widget. Can I do it? And they're like, yeah, get after it. Versus like a lot of other companies are like, oh, that needs to go through approvals. It needs to go through our AI council and they need to evaluate it. And we'll get back to you never. How's that, right? And so things like that, I'm like, whoa, hey, you should actually post about that because one, that's something that no other company is doing. And anybody who's out there and sees that and is currently rotting at their company, they're like, holy shit, I want to do that. We do a lot of, you know, we talked a lot about like the cultural things that we do that are fun, right? I think that it should have some sort of learning or training. Hey, I'm getting.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah. It gets a completely different response. And so I encourage people to think about it. One of the GTMEs that I was talking to out here in London, you know, Tuesday rolls around. We kick off Clay Day. I'm like, hey, what's working well? She's like, you know what? I'm just doing the basics. I take an account and I think about what are all of the ways that I can go and make contact with them. So is it a VC? Is it me? Is it you? Is it our partners? Right.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Everybody should be responsible for pipeline generation. Everybody owns pipeline. I'm out here. We have, we call it Clay Day on Tuesdays. You might know it as its former name, PG Tuesday. Every Tuesday I ask my team Hey, who can I reach out to for you? You know, we have a whole channel called multi threading requests Who can Varoon? Who can Kareem? Who can our chief of staff Julia? Who can she have our VCs reach out to for you, Rep, because everybody should own Pipeline Generation to help make the rep successful? That's it. It's so funny that like just the same message coming from a different mouth.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Absolutely not. No way. So it's funny people ask this question when I first started Clay, they were like, oh, SDR is, what's your perspective? And I was like, I'm building an SDR team. I'm building a Clay DR team because Outbound will never be dead. You can't reach every single company and every single buyer with whatever marketing you're doing. Or if you do, it's less efficient, right? It might be efficient when you're trying to generate $40 million a pipeline because you have $10 or $15 million revenue target. When you get into having to build a quarter billion dollars of pipeline, like it's actually probably a little bit more efficient to just put some hungry, scrappy 24-year-old on the field, pay them, you know, a certain amount of money, and say, go run at these accounts, right? That's the first thing. The second thing is like, hey, you don't have an SDR team. Who the hell are you going to promote into your closing roles? It's really, it's completely de-risked if you have.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“That person and say, Hey, how do I help get this in your hands faster? And if they say, I don't really care about it, you probably skipped a step. Let's go back and let's figure it out.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I think that's a shitty way to incentivize people. Here's why someone said this when I was at DBT. This is a long time ago. We were talking to a buyer and they just like straight up called us on it. They were like, is my money not green on April 1st? And I was like, fair play, right? I think everybody knows at this point that if I'm giving you a discount on, you know, the last day of the quarter, you're probably going to be able to get that same discount on the first day of the next quarter. And like when we buy software, right? Like, I don't know, the rep was like, hey, I can only do this if you do this by next Friday. It's like, actually, I don't give a shit about your timeline. I need this software today. So like, yeah, I'm going to move fast. You know, we bought like a forecasting tool. I need this because I have no control over the business. I have no visibility to what's happening. Like I need this more than you need to sell this deal. So like, sure, I'll take your discount, but like we're going to try to get this deal done before next Friday, right? So like if you find that, that's why I'm like, what's the metric that we're attached to? Who cares about that metric? Now go talk to them.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Else, come take your workflows. You look at like a Snowflake or a Databricks, that's their model, and it's because they're competing over workflows in the account. It's the same for us.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, look, you're kind of getting into the question of what's the model of the go-to-market team, right? And like, I've been in models where you do a full handoff. I've been in models where you do a handoff. You keep it for 12 months, whatever. My favorite model is you sell the deal, you're renewing the deal, you're comped on net dollars. So what that does is that incentivizes the rep to sell a good deal, right? And protect your unit economics. Someone on John's team sold a deal that was slightly above list price, right? Wow, they had a much easier time than the rep that discounted 40% and is trying to go and claw that back now. So it helps protect the unit economics because you know that you want to go and expand that. But two, you sell a shitty deal. You're going to renew that shitty deal and you're probably going to take some churn of contraction, right? And like, that's actually the model that I love because it incentivizes you, the hunter, to go and secure the border in that account, right? And not let anybody.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Can go read that too, but what is your perspective on the deal? Are you in the deal? And, like, not every frontline manager can be in every single deal, so you have to choose which ones are the most important, right? And it's usually a factor of like how tenured is the rep, how good is the rep, what are we trying to develop with them? Is it a high profile deal? Is it a great logo that we know we can go and expand? Is it the biggest deal, right? Like however you decide you decide, but that's probably the biggest mistake that I see for frontline leaders.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“The front line not being in the details, not being in the deals with the rep. I'll give an example. I talked about John Dalton earlier. John Dalton is like one of my favorite people. I would love to work with John Dalton for the rest of my life. He also lives in Santa Barbara, is very chill. He is a very, very nice life. John Dalton, if you asked him, hey, what's going on with company? He knows because he's in the deal with the rep doing the work, showing the rep here's how you do a good deal. Let me teach you how to run these types of deals. He's in the deal, so he doesn't need to look at his notes. He's like, yeah, this happened. This is the immediate next step that we're doing to get to the EB or to, you know, we have a call on Friday to talk about all the approval processes and the signing process versus, you know, you might ask Stacy, hey, what's going on with company? And she's like, ah, let me check, let me check my notes. Ah, the last update. And I'm like, I can read the update in Salesforce. We have a specific, like standardized way of writing your next steps.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Every week on Thursdays every one of my frontline managers goes and does a forecast call with their team and they either do it as a team, they do it individually. I actually don't care how it gets done, but I do care that you're sitting down with your rep and saying, okay, walk me through what's the pain we're solving. And then it's like, okay, what metric is it?”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Like, and what have you seen with your two eyes that tells you that this person's a champion, that they have those three attributes? What have you seen with your two eyes? And people make fun of me, but they remember, right? And now they've gotten better at it. So like, we just opened a London office. I was talking to one of the GTMEs out here and she was like, oh, well, yeah, yeah. He's a bad champion. I'm like, whoa, whoa, whoa, whoa, whoa, whoa. Hold on here. And you kind of have to be meticulous and like kind of an asshole about when people say like qualify champion. And like, no, no, it's binary, right? Like if you're a bad champion, is it you're really your champion? Right. You're either a champion or you're not a champion. Like, let's be really clear about it. And if you say they're a champion, what have you seen with your two eyes tells you that they're selling for you when you're not in the room, they have access and influence over the EB, and there's a personal win. It's pretty simple. If you don't have a champion, you're probably not going to get a deal done. Or if you get a deal done and you're like, I didn't have a champion, you had a champion. You just didn't know that they were your champion and you probably didn't do the best job.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“And we just didn't get overline. Here's a big one. Oh, this actually happened to one of my reps. Oh, you know, I didn't know how many approvers needed to sign this big expansion. The signer is actually the CEO of this big company. He's on his island in Hawaii. Fuck. And I'm like, okay, well, like, let's break this down. Is there someone internally that could have told us that? Yes, probably, right? So then did we talk to that person? It's like, did you talk to that person? Did you ask the right question? Because those are two different things, right? You might be talking to the right person, but you just didn't think to ask the question and they didn't think to tell you because their job is not to buy software. Sometimes it is for procurement, right? And then I go to, okay, well, who's your champion? Do you have a champion? And oftentimes what I'll hear is someone mistaking a coach for a champion or a person who's dabbling in the software as a champion. They assume it's the champion versus I always use this when I say.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I'll give an example of a champion of clay at a company that we all would know. Her win is she's like, hey, I'm becoming the AI person. I teach this AI course at the university in this large city and I'm talking about how I'm using clay and I'm building my personal brand and like I kind of want to get into like venture and investing and advising companies on AI and like I'm leveraging what I'm doing with clay to show that I'm that person and I'm like, that's an incredible personal win. At DBT, like you would talk to folks and you'd be like, yo, why do you care so much about this? Is this just data transformation? And they'd be like, but I want to be the data guy. I want to be the guy that owns the entire data stack and does all this cool shit. And then when I leave this company, I can go to another company and be the data guy and come in, higher salary, get more equity, whatever. If you focus on that, if you can get to that, you probably have...”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Okay, so if you actually ask anybody on my team, I hope that they don't listen to this because they're going to groan. I will oftentimes just say, okay, do you have a champion? And they're like, I have a, yeah. This person's my champion. I'm like, what are the three characteristics of a champion? All of them know they're selling for you when you're not in the room. They have access and influence over the EB, and they have a personal win. If you focus on those three things, if you focus on honestly just the personal win, like, yo, why are you doing this?”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“But you think about going and securing your land in that account so that other competitors can't come in. I saw this with Snowflake and Databricks, right? Snowflake would own everything and then Databricks would get one small foothold somewhere and suddenly now they're fighting over the same workloads and someone's going to win that.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“How many places, how many entrances are there for different AI tools, and then how much market share internally at Salesforce do they have? So like if you go land a logo, let's say Salesforce is on a PLG motion for your company or AI widget and that you got like three people in the marketing team using it, three people in the sales team, whatever, right? Your job then as the rep becomes, how do I go take that market share in that company faster than any other AI company or any of our competitors can come in and take some of that? Because once they're in, then you're fighting with them over workloads versus fighting with inertia. So it's almost like can you go into an account and suck the oxygen out? And that's actually how I think PLG businesses do really, really well. Someone comes in, they're dabbling in the product, right? And you as a seller, you're like, I'm going to go market that internally at that account to all of the other people and pick up all of the other use cases and secure the borders of that.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I think if you're talking about a PLG motion, right? And if you have usage, your job then becomes, what are the next use cases? What are the next teams? You're fighting over workloads, right? Rather than going and landing a logo. Because if you think about Salesfor”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it depends on the economics of your business. So, like, if you think about clay, right, like we pay for the data that we sell, right? So like we pay per credit in the same way that we charge for a credit of data. And actually our economics are very, very good. Our head of finance is really smart about all that type of stuff. But like in some businesses, you have shit margins and I've worked for companies that have less than ideal margins. And it kind of puts, it kind of compresses what you can actually pay. So like maybe that's something that you look for in the AI era is good margins. I don't actually know why we can't do that. Like there's some sort of flat pay that you have a base commission rate and then on top of that you get accelerators, right? All that heap did was just jump straight to the accelerators and say you have an artificially low base. Now go now go work your ass off.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“In history. And then the EMEA team's like, well, fuck, we need to go get Siemens or Alians. We need to go get a bigger deal there. And you kind of just pit people against each other in a fun way or like, you know, me and Alistair. So Alistair ran a mia for me at DBT and he would always say here's the percentage of the company's revenue that comes from Amia and you're like fighting over market share. And then I would go to the Americas team, I'd say, hey, make sure that he doesn't get any more points, right? Hey, your goal is actually that he goes from 34% to 33%. Right. And you just kind of like you put a little chip on people's shoulder, but in a fun way.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“That's why if you create like a zero sum game, everybody's kind of just looking out for themselves and they're very scared versus that's why I was like 60% over 100% 80 over 80 creates this culture where people are excited to help each other and they're excited to celebrate everybody else's success. You think back to me and Todd to be fair to like for the record I closed the first six figure deal at Heap and then he was like awesome fuck I want to go do that too. Okay, I'm gonna go get the bigger one go get a bigger one go get a bigger one right and we'd be bouncing ideas off of each other the whole time it's like we wanted to help each other because we knew that we were building this thing together But we were like, I want to go beat you and I think even at DBT, right, which is like an open source product, open source company, very like open source minded. So like it's like a different approach you're giving away software for free and then you're also trying to charge for it, which is kind of weird dance to do once you get big enough you do you do teams, right? So like the last year that I was there the central team closed the biggest”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Sounds fancy That's coming to our sales floor. We've hired non traditional salespeople, so you kind of have to incrementally introduce some of these concepts. But like, you better believe we're going to build a sales dashboard of how much revenue have you closed, how much pipeline have you generated, what's been your activity this week, who's at the top? Probably the person who's at the top, bottoms up is going to be at the top on the revenue dashboard”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“And usually you can tell by the reaction. So actually coming back to heap, they hired both Todd and I roughly at the same time. I think Todd was like three, maybe three, four months before me. And they told us like a year later they were like, we hired you two at a time. I tell every founder this. I'm like, hire two at a time because then you'll actually see, you hire one, you're like, is it good? Is it not good? I don't know. If you hire two, it's pretty clear whether one's good and one's bad. They told us like a year later they were like, yeah, we hired both you and we were like, we're probably going to have to fire one and keep the better one, but you both were really good. So we kept you both. And I was like, oh, okay. Well, thanks. But like, that's how you do it, right? You have, let's say you have 100 reps. There's going to be five that just bitch about quota and blah, blah. But if you dig under the covers, they're probably not doing the work to go and be successful, right? And those are the people that you probably don't want on the team.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“The culture that I think is best is when you have 60% of people over 100%, 80% over 80%. You're building a winning culture. People are successful. People are telling their friends they're having so much fun, very successful. Come work here. You get the best talent. Like that's like a rule of thumb that I like our strategic finance guy was like, oh, it's 50 over 100 at my last. Great, whatever. You agree on some percentage of your team is over 100% and a certain percentage is over 80%. And if those things are true, it builds the right culture, which is actually really important in sales”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Exhausting back then. Look, look, you have your OT and we pay pretty competitively, I would say. Above and beyond your quota. And this is actually the argument that we're actually having right now. Like I spent probably two hours in the last two days with my RevOps leader, Varun, Kareem, our finance leader, right? A strategic finance team on what are the accelerators? Because my perspective is if you're overachieving, it should be heavily weighted towards overperformance. If I'm giving you a big quota and you're hitting 110% of that, I want you to be making good money. If you're hitting 150% of that, like we come back to like, what's the percentage of quota attainment to make a million dollars? That's the number that we're fighting over because if you have, let's say of 100 reps, right, 60% of them are hitting their number, great. Just hitting they're making their OTE.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“But I hit the ground lighting that one. Yeah, it's punchy, but like the first 12 minutes now sal. Yeah, in the AI era, I feel like, you know, we're seeing somewhere like six to six to ten, depending on the business, the types of deals, size of deals, who you're selling to. But like, we're at 7.5x quota to OT ratio today. If it doesn't make sense, we're going to make it make sense. If it doesn't make sense to have that, we'll change quotas or we'll change pay, that type of stuff. We have accelerators like you would imagine, normal.”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, I think below 4X, it's like, yikes, right? I've always taught four to six, like four is kind of shit. Six is like, wow, you're doing great. I think in the AI era, you have 20x your base salaries, your quota. That's pretty wild. Right?”
2026-05-02 · The Twenty Minute VC · 20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist · IDENTIFIED FROM THE TRANSCRIPT · source