YouSaid · the spoken record

Lori Jimenez

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61
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2023-08-02
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2023-08-02
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  1. “Yeah, good question. The founders are the right folks to create it for a few reasons. There's where it started, right? They had the passion. They had the idea. No one has more passion than them. No one can better articulate the story. So they start from that place of like, this is my belief. This is my idea. This is my baby. So there's that that you're grounding from. And what that creates is the person that knows the why and the what in such a deep level that they can anticipate things like what problem are we trying to solve? And then when they get that customer feedback pivoting. So like is that really as important a problem as I thought it would be for the customer? And if it is or it isn't, how do we change our playbook to amplify how our solution solves that problem? So I think that them being the closest to it allows them to pivot just not only the playbook, but also like feedback back to product. You know, so for example at work ramp, you know, Ted is a go-to-market leader and also has an incredible product background.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “Of it as more of a GPS. So it doesn't have to be a script, each step down to the minute detail. I'll think of it as a guide. So depending on where you are in a sales process where there's very early and you're doing discovery or even earlier trying to get a meeting, and then down to doing discovery and carrying it all the way through, I think a playbook is like, what's the successful motion in this stage of the cycle that you should go lean into and flex your strength or get the support around in order to have a successful outcome? So I think it's all about like thinking of it as like drawing on the experience and the success you've seen from previous sales engagements and building that into like a guide that can help you navigate through. But enough that still gives that level of creativity and flexibility that accounts for the style of that salesperson.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “It's one of the reasons, definitely. You really felt that you were part of something at Box. You were part of the build. And that meant for the goods and the bads, right? It's not just the highs, that everyone was in for all of it. And you really felt it. You felt it and you could get that energy inspired across a team of SDRs or sales rep coming in like the energy that creates. It's just it's palpable.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “That was probably a favorite place of mine. One big learning that has been kind of core to the way they've run the company from the start is to be an owner, really believe that we collectively are the company. It isn't someone else. It isn't above you, below you from the sides. It's from the way you put your attention into an email you're sending a prospect to the way you're navigating big operational organizational change management. You're part of it. You're doing it with a team. It's not.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “Sure. Two would be really comfortable with moving fast and being really comfortable with ambiguity. We did not have all the answers, but we were moving fast and we were figuring out as we went. And not just like being comfortable with it, but finding energy in it, like getting excited that you don't know what's next. So what do you craft to build a plan that could go in a few different directions and that could morph and change? So that kind of flexibility, but definitely learned the speed and the ambiguity there.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “Facebook was, I would say, focused on impact. They do a lot of work in really small teams and focus on just the impact you can make. So narrow your list down to the three things that are going to make the biggest impact and carry that forward versus getting kind of diluted across a long list of to-do. So definitely, and you see that the way the company operates.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “The real takeaway there is the importance of building like genuine connections to do great work. You can't do anything on your own at Google. It is so big. It's so complex. There's so many layers, crossover of Teams and initiatives and budgets and structures that you have to learn quickly that the stakeholder partnerships you make are critical to how you get work done. And so from the start, you've got to get out there and not just stay in your lane. You've got to go learn about the neighboring businesses. You've got to learn about the partnerships that are going to help your business grow and learn about what are their motivations. It's not just about me. I was in Google Cloud. What's happening outside of Google Cloud? What's parallel to us? How can we work together? And if you do that in a genuine way, there's so much that you can take that to. That's an applicable, you know, skill and talent that carries over into any role. So that would be my takeaway from Google.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “Honestly, I think it's the latter. And I say that even though that wasn't my experience, because I think there's a perception sometimes about sales that it is just this like kind of robotic anyone can do it, go and run a script. There's not a lot of humanity to it. And I think when you really learn that there's an art and a science to it, that it's about genuine connection with people, that it's about really like listening, then I think you can really learn to love it. So I think it's actually more the latter, even though my experience was that instant energy.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “And then fast forward, I graduated from college during this recession in the early 90s. So not a lot of jobs. I was still working in retail. And I was at a barbecue and talking to my oldest sister's friend who had been in the workforce for a number of years ahead of me. And she said, hey, Lori, I work at a software company. We're doing kind of this group call interview for salespeople. Are you interested? And I was like, both hands up. Let me get a job with a career path sounds good. I knew nothing about the company. I didn't know what they sold. I didn't know how they did it. I didn't know anything about the market. I just really wanted to just get in and get a firm job. So I went to the interview. I got the job. And that company was remedy corporation, which was later, you know, became part of BMC. I think their software is still on still as SKU at BMC, which is amazing. It was a formative part of my career. Super fortunate to experience an IPO with them. So just saw like what high growth was all about from the start. So that was my story. That's how I got.”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “My path into sales, I discovered sales at the ripe age of 15 and a half, which was the day I got a worker's permit and could get a job. So I was fired up to get a job and make some money. So I applied for a few retail jobs in my hometown. And an owner of two kind of neighboring boutiques met me and said, you're hired, start tomorrow. So so excited. So I march in on my first day ready to get working. And he said, here are the keys to the other store. Go open it up. There's a shoebox of cash in the back. Use that for the cash register. I'll show up in a few hours and teach you what to do. And I was terrified. So he's like, open the store and get going. So I like, all right, I'm going to do this. I go and open the store and soon after opening the door, customers started coming in. So I had to start selling. I did a terrible job. I don't think I charge sales tax to anyone that day. I'm sure there were some very good deals made. But what I got from it was the energy of working with customers. And I stayed in retail throughout high school and”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “Break down an interview process into kind of chunks. Do they know enough to be dangerous? And then the next day in the process is the how. So how have they been successful? What stories can they lean on and tell you how they've navigated through a win or a loss? How did they bring in different resources, peel back those layers and ask questions that can help you reveal how they've navigated something really hard?”

    2023-08-02 · The Twenty Minute VC · 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp · IDENTIFIED FROM THE TRANSCRIPT · source