YouSaid · the spoken record

Chad Peets

lines on the record: 77
first: 2026-05-23
most recent: 2026-05-23
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

“And it's expensive. That's the other thing, too. First of all, we're expensive. So the first conversation is wait, you guys want what? That's the first challenge that we face. We're capitalists.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, I think you can make that argument. It's harder to make as they offer more and more money. So the pitch that we're both making right now about come here, especially for development, is harder today than it's ever been. 10 years ago, I would sell on coming to work for a John McMahon company because we're going to train you and we're going to do this and we're going to do that. That pitch is harder to land today because they're like, yeah, I hear all that, but I can go to anthropic and make five times as much money.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Politics aside, salespeople are capitalists. They believe in meritocracy. They want to be rewarded for their performance and their hard work. If you go to anthropic, that's gone. If that doesn't matter, you then go to anthropic. I'm not quite certain then that I want you in my sales organization anyway. And so that's how I compete against it. Talk about the upside of the OTE. You talk about going to a company that actually values the function in which you perform. And a company like that, as well as they're doing, do you think they really give a shit how good their sales organization is? I mean, they'll say they do, but do they? They probably don't. Why should they?”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, I live this conversation I'm having quite literally every day because Anthropic in particular is offering sums of money, the likes of which we've never seen. And I can't say it's wrong. They have endless amounts of money and they just care about speed. And if I was in that situation, I would probably do the same thing. So how do I compete against Anthropic if I have a rep and I'm going to offer that rep $600,000 in stock and they're going to offer 1.2? We're going to offer the same cash OTE, call it $400, they're going to offer $400. How do I compete against that? Number one, don't you want to go to a place that actually cares about performance, that actually cares about having a quality sales organization? Does that not matter to you? You can say that's anthropic. I could say, no, it's not. They have a group quota. Okay, so you can be the best guy in the world at doing what you do, and you're going to get paid is the shittiest guy. What does that actually tell you? What it should tell you is they don't actually value having quality salespeople. They just actually value having a lot of salespeople. Is that an environment that you want to go work in? There is some like...”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Of the things when I came back into Snowflake, we pulled up TE budgets and it was like, dude, you run North America, you haven't been on a plane in five weeks.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“I'm busting my ass, kicking your ass, and I know I'm kicking your ass, and we get paid the same. There's a word for that. It's called socialism.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“You hold anybody accountable, like if I'm an A, you're a D. Okay, you don't do shit. I work my ass off. I sell 50 million. You sell 10 million, and we make the same amount of money. You feel fucking great because you're hanging out making a bunch of money, not doing shit, and you're a loser. You're golfing everything.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, that was the other thing. Look, I mean, Snowflake had a massive IPO. And so we had a bunch of fucking people there that made a bunch of money and were just hanging out investing.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Some of the things he's talking about, people just weren't in their businesses. You talk about like, okay, how many one-on-ones are you having? They're not having one-on-ones. What are the leading indicators you're looking at in your business? We're not. How many new meetings are reps expected to have? Eight. What happens if they don't? We're not monitoring it. Are you rolling out Medic consistently? No, we're not. How much time are you spending in the field with your team? Not very much.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, but look, how many guys, Chris and I had this conversation two or three weeks in, and I said, okay, I'm finding shit. I'm going to go find a lot more shit. I'm going to expose it.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, I mean, it depends. I mean, I know a lot of people that think Ford deployed engineers simply make up for a shitty product. And there's something to that, right? I mean, like, look, you're basically, and I won't mention companies here, but there's big companies out there that just send hordes of four deployed engineers into those companies that are basically just building the product that they don't have on site and then basically calling it all one big product. So I think there's a balance. I think there's a world where they add a lot of value, but I think you can get carried away with it.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Lower margin. It creates friction in the sales process because I can understand the friction, right? If they just have to flip the switch and they can start doing it, but there's no moat there. So there's no loyalty. There's no nothing. So if you have a competitor and a month later, the competitor comes out with a product or a feature that's better than yours, these guys will just switch off of you. The point of having a book contract is there's lots of points. But one of the points is you have time. So they can't just switch off you the second something goes wrong”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Some of these companies, you actually find myself having to explain to them the value of having booked contracts. They're like they're paying monthly. I'm like, I know, but we need them to be booked. Why? That creates friction in the sales process.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“The time, right? Go get booked contracts. So the first thing I say is they say, Look, here's my ARR. I say, well, is it ARR? Is it annual recurring? Let's talk about how you define ARR. Because oftentimes they'll take monthly recurring and they'll lump it into annual recurring. You can't do that. And so you really have to dig into a lot of this stuff to really understand the health of the business.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“First of all, you have to remind them raising around doesn't mean shit. Okay, the fact that you were able to get three guys to write you a big check doesn't mean you accomplished anything and you have to constantly remind them about that because there are definitely CEOs that will raise around and take a victory lap. It means nothing. And the right CEOs know that, but some CEOs don't. So first of all, you have to remind them of that. Like you haven't done anything. And then you'll get some of these CEOs that'll say, well, look, I'm doing this. I can get the best CRO in the world. No, you can't. Okay. You've got good traction. Here's what those CROs are looking for. By the way, there's four or five guys in the world that are the best in the world, and they can go do anything they want to do. Let me explain to you why you're not ready to get that guy. And you have to sort of reset expectations. Like, look, you've got good traction. There's good things happening here. You haven't accomplished quite as much as you think you've accomplished. The other thing is, is your revenue sticky? Is your ARR sticky? So all this monthly recurring shit that you see, it can be a head fake, right? Because there's no moat. He and I talk about this all.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“By the way, the other thing that we do now that we didn't used to do is you put windfall clauses in there because there are certain situations, like some of the companies we're talking about where you could have a rep go out there and find a 15 or $20 million deal. I clearly don't want to pay that rep $3 or $4 million in commission. So one of the things we've been adding is a windfall clause that says, listen, we have the right as a company to look at a deal. And if you go do some massive deal, we get to talk about the comp plan and perhaps reset what you're going to make. So you might still make $2 million, but you're not going to make five.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Historically, it's been if you get 3X, your OTE, you're pretty happy. I agree it's probably going up because of just different things that are happening in terms of being able to have like a PLG lead source. I think when it comes back to quota setting, I always remind these CEOs like, what are you optimizing for? Let's talk about the risk. Okay, let's talk about the risk of setting quotas too low. What happens? You're probably going to overpay. That's a shitty thing to have happen, but can you live with overpaying a sales organization for one year? Because understand if you're overpaying and what happens, it means you're blowing through whatever forecast you set. Now, again, you're spending too much, but you're pretty happy because you're blowing through the number. Let's talk about the flip side of that. Set quotas too high. I've just brought in a world-class sales organization. None of them are making any money, morale, shit. What happens? The sales organization quits. And if you lose eight players, you don't replace A players with A players. As soon as the A player is go, the rest of the A players know that they shouldn't go there. So now you're going to lose your sales organ. You're going to replace an A player sales org with a B player sales org. So it's about optimizing for the right type of”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, I think it does. Like at XAI, for example, it was pretty important to us that we hire people when you're selling an API, that's not an out-of-the-box product. So you have to be more technically astute when selling something like that. So you not only find people that are at least slightly more technical or at least have sold more of a technical product, but you also change how you enable them. Like our sales guys at XAI actually do all of their own demos, which as you can attest to, that's not the norm. So I think, yes, it changes the profile, but it also changes how you enable them.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, first of all, everybody gets hung up on look, I'm in this particular space, so I want to hire people from the same space I'm in. I never look at that stuff, whether you're looking for a regional VP or a chief revenue officer. To me, it's the quality of the sales organization in which you've operated. Who have you worked for? What was the training methodology? What was the DNA? It's not the company. There's great companies with very shitty sales organizations, and there's shitty companies with world-class sales organizations. So the first thing you look for is what quality of sales organization does the individual come from? Who train them? Can I call somebody that I know and respect that this person worked for that says this person is world class? They have grit, they have determination, they have all the things you're looking for. It's a different way of identifying talent.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, Salesforce has a monopoly. And so, how much outbound are you doing if you work at Salesforce? First of all, everybody's already a customer. So how many new customers are you going after? Like you could talk to a guy at Salesforce. He's like, yeah, I closed Wells Fargo. What? No, you didn't. Wells Fargo has been a customer for 10 years. Like you might be working on Wells Fargo, but you didn't close Wells Fargo. And so if you talk to these sales guys and they work for a company that absolutely has a monopoly, how are they doing any pipeline generation? What I'd rather find is somebody that works for a company that nobody's ever heard of and actually has an inferior product and was actually able to go to the market with an inferior product and win deals.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Service now, right? Let's go hire people from ServiceNow. Why would you want to hire people from ServiceNow? They don't know how to do any pipeline generation”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, and it's pretty simple. You could look at somebody's resume. If a guy's been at Salesforce.com for the last five years, he's never opened a new logo.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, you still have to have folks that are willing to go do the heavy PG. I think sometimes there's this notion that, look, we have an incredible product and sales doesn't really matter because our product is so good it's going to sell itself, you definitely run into some of that. It's total bullshit. Even if you have the best product in the world, let's say that's the case, you're still going to leave money on the table if you have shitty salespeople. So to Chris's point, you still have to have salespeople that are going to go out there and find new business. And that's been our core beliefs for 30 years.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, we were somewhat precluded from working together because I had restrictions on who I could work with and Chris was working with separate companies, so he would ask me to help certain companies and I couldn't because I had conflicts with my other companies. And so we kind of figured out a way that we could get rid of those conflicts and join up. And I think it's the best of both worlds. There's some overlap between things that he's good at and I'm good at, but there's a lot of things that I can do and a lot of things that he can do. And when you put us together, it's pretty fucking special.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“There are not many people I would fly to London just to spend an hour and a half with, so it is an honor to be here, and thank you for having us.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Anthropic in particular is offering sums of money, the likes of which we've never seen. Anthropic, do you think they really give a shit how good their sales organization is? I mean, they'll say they do, but do they? They probably don't. Why should they? I know CRO is getting $100 million packages. I think Anthropics of $4,000 or $5 trillion company.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source
“Even if you have the best product in the world, let's say that's the case, you're still going to leave money on the table if you have shitty salespeople. It's pretty simple. You could look at somebody's resume. If a guy's been at salesforce.com for the last five years, he's never opened a new logo. ServiceNow. Why would you want to hire people from ServiceNow? They don't know how to do any pipeline generation. First of all, you have to remind them raising around doesn't mean shit. The Ford deployed engineer is.”
2026-05-23 · The Twenty Minute VC · 20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan · IDENTIFIED FROM THE TRANSCRIPT · source