YouSaid · the spoken record

Mark Goldberger

lines on the record: 54
first: 2023-04-19
most recent: 2023-04-19
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

“I think anyone who's executing right now and exceeding their goals outside of generative AI, which I think has a very unique tailwind, they're doing something right, Starlink's performance has been especially impressive given they fly under the radar, which is odd for a company that dots the skies.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“You have to start with understanding why it happened, who's responsible, how do you ensure it never happens again? And the answer inevitably is pipeline coverage. And whose responsibility is that, Harry? Everyone's.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Perception of it. There's science behind great sales. It's not some parlor trick. Sales is often deeply misunderstood by those other roles. And I think if you step back and look at all of the process behind it, there's real science.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Always look to raise the bar. Don't settle for B players. I've made that mistake myself. I now have a rule, which is that each subsequent hire has to raise the bar for the entire team. If they don't have the potential to be as good or meaningfully better than everyone else in seat, why are you hiring them?”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Think again, it's about trying to hire people who fit inside a box with their preconceived notions every time that's going to end up biting you in the butt.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I think so. I think with any kind of really large company trajectory changing deal, you want not just the CEO, but you want the entire executive team to be involved.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“It hasn't been required the last few years. I miss it. I love it. I will take every opportunity to meet clients where they are. But I think it's a dying art.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“It pains me to say it, but I think in person meetings, it's not that it's died. I think it's on life support video conferencing, digital whiteboarding, sales intelligence tools. They're all built so we can collaborate and be productive in a remote first world, but it can sometimes create this soul crushing reality where human interaction becomes transactional instead of deep.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Fundamentals, cold calling, cold emailing, that pipeline generation, qualification champion building, getting to the EB. It'll never change.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“That's a great question. Typically, they end up being compensated in a slightly different way, which is that CS often in most organizations are going to be compensated based on adoption, at least in companies that are based on usage. Are you seeing that adoption curve? Are you seeing full adoption? So that's how they're going to get paid. And so ultimately by helping to bring in a deal and seeing that adoption happen, they are going to be compensated for it.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, if you're doing it badly, it's hey, I'm handing you off over here. See ya, that's not the way it should go. You need to be introducing that implementation and that CS team before the deal is ever closed. Implementation onboarding how we're going to make you successful as a customer is part of the sales process. And so you want to bring them in to be able to walk them through what the implementation plan looks like, what does success look like, what are you trying to solve for? Where are you at today and what is good look like? What are your goals? And once we're aligned on all of that and there's some overlap here between the sales team and CS, now you feel more comfortable moving forward with us. And when you do, you already have this relationship formed with the team you're going to be working with to make you successful.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“In my experience, when you do lose to competition, you can lose for a variety of reasons. One, it could be price, and if you're selling something to someone who's really price sensitive and you haven't sold the value and articulated it, you can have someone come in and offer a product for free or offer it for a really low price. And that company may grow to regret that decision, but ultimately they might make that decision. You could get outflanked. You have a champion, but you know what? They've got a champion that's more senior. And so the more senior person who's got more influence in the organization is potentially going to win. There are a variety of reasons you could lose, but you need to map the organization. You need to understand the dynamics at play.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I think you should do a deal review for any deal that is going to be impactful toward you hitting your goal for that quarter or that year, period. And that means that you're probably doing more deal reviews than you're typically anticipating. You need to give time for that. If you're not digging in with your rep and understanding the deal dynamics, what could go wrong, what needs to happen, the various stakeholders, have you mapped the organization and getting really into the details, then you're putting yourself at risk because that deal could slip. That deal could end up as a closed lost. And if you were counting on that, if you were committing that opportunity, man, that is an unpleasant place to be. I can tell you it has happened in my career a long time ago when you commit a big deal and then it doesn't come through. That's a painful experience for everyone. You don't want to be living like that.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“It's why you need to ask those why questions, Harry. Some companies are great at product led growth and they're selling to an organization when it's an SMB. At what point did you sell to that organization? Was it a 10-person company that grew to a 10,000-person company? Or did you sell to them net new when they were 10,000 people? Did you sell wall-to-wall across the entire organization or was it a land and expand motion? Who else was involved with you in selling that deal? You need to dig in to understand did they do all of the work? Did they generate that deal themselves? Was it self-source? Or did an SDR make a cold call? And that's how it happened or did marketing generate the lead and it came inbound.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I recognize that not everyone is a type 8 personality and gregarious, even in sales, but if someone is not asking a lot of questions, if they're not vocal in that first month or two, to me that's a red flag that I want to at least dig into. It's not a sign, hey, we need to fire them because they didn't ask questions. It's, hey, are they not asking questions because they understand everything? Bravo, brilliant, go forth and prosper, or are they not asking questions because they don't actually even know what questions to ask? And is it an aptitude issue or an attitude issue? You need to understand that if you want to try to fix it. And in some cases, you're right. It's higher slow and fire fast if someone can't make it. The merciful thing to do is to let them go so that they can go to a place where they can be powerful, efficient, and grow their career.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Think it needs to be a mix of structured learning and unstructured learning, so asynchronous learning. I think there needs to be a fair amount where they're going to be shadowing the best reps on calls. I think you need to dig in with them and go deep on a daily and weekly basis so one-on-one coaching as well. And you need to make them drink from the fire hose. I know we try.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Traditional outbound is the most important thing, Harry. And if you're not doing it, you are doing sales wrong. And the reason why is because pipeline is the most important thing if you want to hit your quota, as we just established. And the way that you build pipeline is through outreach. The founder that I mentor. PG'd into me. He cold messaged me. Without that, I wouldn't be mentoring him. We have so many opportunities that are in our pipeline because we did the phone. We sent out an email. We were persistent with it because usually it takes about five messages before someone is going to respond. And ultimately we feel good about it because we're providing a solution for them that helps them. We're not trying to sell them something that they don't need. And so if you think of it from that standpoint, what you're doing when you're picking up the phone is something that's good for you and it's good for the people that you're calling.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“To hit the goals that you've set for yourself. This is something that I instill in my teams, and I'm proud to say that this quarter, the enterprise team at RAMP is trending to hit more than 300% of their quota, which is pretty insane.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“You need to, in the early days, figure out what is the goal that the board is setting for you or that you're sharing with the board, number one. Is it realistic? Is it achievable? Work backward from that goal. Working backward is something that I often teach to my teams. Okay, here's the goal that we're trying to get to. If we're just driving toward it in a forward direction, we may drive off a cliff. And if you don't want to end up like Thelma and Louise, then what you need to do is work backwards so you know where the cliffs are, you know where the landmines are, you know where the traps are, and you can find, hey, is there one path? Is there no path? Are there multiple paths to get there? And then you can move forward. So if you work backward from that goal, regardless of how lofty it is, you can figure out the way to achieve it. The other thing that's really critical here is pipeline generation. If you have a massive amount of pipeline, you are able to qualify deeply and make sure that you're going”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Think when it comes especially to early sales hires, there's not enough emphasis placed on equity in sales. They give out equity for other roles, and I think equity is often something that founders don't really think of when it comes to salespeople. They really only think about cash compensation. That's the wrong approach. If you're hiring a 10x salesperson, someone who's going to be with you for a long time and driving inordinate amount of impact in the organization, you should want to keep them for a long time. And they're going to be able to see the impact of their revenue generating activities on the company all the way up to raising funds. And we just need to get more creative and we need to find a path forward. And so when you have people who can drive an impact like that and put an entire team or company on their back, you want to reward them. Cash is great. We all like cash. Sales reps are coin operated. I get it. But you want them to.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Certainly made mistakes. I think sometimes when you assume their experience, if you assume their fit based on where they've been or what they've accomplished in their career, you put yourself in a very risky situation where when they come in, if you haven't tested for that, they may fail. I've seen people who are extremely accomplished join organizations I've been a part of. And within six months, they're no longer in the company because they weren't able to cut it. The fit was wrong. And so you really need to test for that because the last thing you want is to waste six months of their career, of their time, and six months of your runway and six months of your time on someone who isn't a fit.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“So, for me, I want to be able to qualify quickly. Is this person of the right caliber? Have they closed the right level of deals? Do they have the right experience? Do they have the right gravitas to be able to hold themselves in an executive meeting? That is usually like a 30 minute getting to know you call. Assuming that goes well, you want to go deeper. You want to spend an hour with them. You want to really go deep. You want to ask those why questions, those how questions, really get to understand what makes them tick. You want to have other stakeholders meet with them as well. Typically in enterprise, you're a quarterback. You're working with other people internally and externally. So how do those relationships form? Are you able to play off those dynamics? And then ultimately, yeah, you want to do a challenge with a panel of interviewees all the way up to your C-suite leadership.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“So, you need to create space for them to fail when the stakes are low so they can succeed when the stakes are high. You have to be in the boat with them. First of all, as a sales leader, my quota, I've got a quota and my quota's a roll-up of my reps. So number one, I'm in the boat with you because your performance is going to matter for my performance. Putting that aside, I want to see everyone on my team succeed. I can't do the job for them. I can't be in every deal in every place and every call at the same time. So I need to give you the tools to succeed. When I'm not there and I need to be in the boat with you and teach you, mentor you throughout that process. But what I've also found, no matter how much you say the stove is hot, people still want to touch it in order to find out that it's really hot. And so it's my job to make sure the burner's on simmer and not on high. So it's not a catastrophic wound.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“For me, I think it's about selling enterprise deals so that value, selling to organizations that size, because the scale is so different. I've seen mid-market account executives get promoted into enterprise in my past and flame out pretty quickly. And the reason is usually they're used to a certain level of multithreading. Hey, I need three or four people in the deal. Now all of a sudden every...”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't want you to be comfortable in that interview process selling me something that you could talk about with your eyes closed while you're sleeping. I want you to have to think. I want to challenge you. It's called a challenge for a reason. I want to see if you can rise to that occasion. Enterprise sales is hard. I want to see if you have what it takes to rise up and be able to perform in that setting.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, you need to get really intimate. You need to go deep in your interview questions. Get at the why, not just the what. So many interview questions are, what did you do next? What were you doing at that company? What deals did you close? I want to know the why. I want to know the how. I want to know them and get really deep to understand what makes them tick. What was the reasoning behind decisions they made? Not just the performance. And a great way to test this is with a challenge. So I know different organizations think about this differently. I want them to sell to me, not what they're selling today, but I want them to sell my solution back to me because it shows if they can do research. It shows if they can synthesize that information. I know if what they're saying is correct or not, I can see all of the gears turning and I can test them as well in that setting and say, hey, I'm a CFO. We scheduled this for 45 minutes. I actually only have 10. Go. Are you adaptable? Can you take a”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“For one thing, they didn't come from the right companies or they didn't have the right LinkedIn profile or something about them would have canceled them out from even getting into the funnel from a hiring standpoint. But the best salespeople will have those four H's, but they're also going to have creativity. Can you take duct tape chewing gum in a Zoom link and MacGyver, a seven-figure closed one deal, right? That takes creativity. I've seen people do it. It's extraordinary. Not everyone has that. Are they adaptable? first salespeople at ramp the first one now leads half the sales and sdr teams the second one is chief of staff to our ceo right they're adaptable you're hiring people not for what they can do today but people who have enormous growth potential that's how you get a 10x outcome”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Like, and I'm not even talking about myself and my challenge getting into Silicon Valley. The best salespeople I've seen in the last several companies I've been in, none of them would be hired today based on the rubric that sales leaders have. You need to think outside the horse.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“It's a little bit of a mixed metaphor, but let me tell you so from a product standpoint at RAMP, we think of the legacy state as a horse and bucky. And do we want to build a faster horse and buggy or are we going to build an automobile? On a slightly different vein, I've heard guests of yours talk about the expression in sales recruiting that fast horses run together, right? A players attract to A players. But if you want 10x productivity, you need to think outside the horse. You need a race car, not a race horse. Let me give you an example here. If you have a 10x better product, and I hope you're investing in companies with 10x better products because they're amazing, but if you have a 10x better product and a good traditional sales rep, the best you can achieve is a 10x outcome. It's a pretty good outcome. But if you have a 10x better product and a 10x better sales rep, you can achieve 100x outcome. And the best salespeople in my experience rarely fit the mold of what great salespeople should look like.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Athlete of all time because he outworked everyone else, watched more film than everyone, was in the gym earlier than everyone. No one would outwork him. And so he was able to rise when it mattered the most. 3rd H. Humility. This is one that I will grant you, a lot of salespeople don't have. They come in with bravado, but I actually think humility is the approach. You need to know that no matter how much success you've achieved, there's always someone who's done more. And there are always areas you can improve. None of us are perfect, certainly not me. You need to recognize and embrace that. You need to use that to fuel your growth. The last H is heart. It should be table stakes, but instead it's more like special sauce. Think of it like grit, what it takes to be a champion, to be able to take a punch and keep fighting. There's a great book by Reed Hastings called No Rules where he talks about talent density. I actually think as important or potentially more important than talent density is grit density. To have a team that just has a massive amount”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“The four H's is something that I came up with that really is about saying the intangibles matter more than the tangibles. First H, hunger. You need to want it more than anyone else. If you don't have that burning desire to succeed, that deep need to win, that insatiable yearning to compete, you probably won't win or compete or succeed. Hunger is an incredible motivator to get you through the inevitable challenges. It's not enough to just be hungrier than everyone else. You need to be prepared to outwork them too. There's a great quote from John McMahon who was a tremendous sales leader, and it sums it up well. The difference between winners and losers is that losers practice until they get it right. Winners practice until they never get it wrong. And also applies to sports. I always think about Tom Brady when I hear that, someone who was not the most gifted athlete of all time, but certainly the greatest professional athlete.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I think the key to mentorship is helping people see their blind spots. So I'll give you an example. I know you spoke to a founder of a YC company who I mentor. He actually reached out to me in a cold LinkedIn message and it cut through the noise and I responded to him and I've been excited to work with him and his team. But he's not a sales professional. And so he's going through this deal cycle. And I shared with him what are his blind spots? He thinks he's got an opportunity here. What happens if it doesn't work out? Does he want to have all of his eggs in that basket? No, you got to build more pipeline, right? So I'm helping him as an example to see around his blind spots and ultimately to be able to close more opportunities with other reps, with other”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Great question. I think when you're a junior sales rep, when you don't have as many bats, you see things all the time that are new to you. And that's scary. As a junior salesperson, hey, I'm encountering something I've never seen before. I don't know where this path will take me. When you've done hundreds of deals like I have and you don't have that much hair left on your head, and what is there is graying quickly, you have what one of my mentors, Carlos de la Torre, he had a great colorful phrase for it. It's called scar tissue. And scar tissue is also known as pattern recognition. And the more pattern recognition you have, the better you're able to combat that. Because instead of living in your head and having to analyze every single decision and every single thing you do, you can actually live by instinct. You've seen it before, what the proper response is.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, so one, I don't ask for it. The assumed close there is really important. As part of working with us, we want to support our customers. We love to show off the great companies that are working with us. And so we're going to have your logo on our sales materials, on our website that's part of what we do. Oh, we don't allow companies to do that. Okay. It was great chatting with you. Good luck finding a solution that is going to solve for the pain that you have today. You have to have confidence around it, Harry.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I think that discounting is an expectation that's built into procurement teams. It's built into the way that sales operates today. I think some organizations lean on it very heavily, whereas others are able to sell the value and really hold the line more. The more pain that you find and the more your solution matches with the pain that you're solving for, the less you need to discount.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Comes down to pain, Harry, if you don't have enough pain, there's not a world where I can get you to have the urgency you need short of discounting and that kind of cheapens what we all do. What I would suggest is you got to go back to first principles. You got to go back to discovery. And if you, Harry, don't have enough pain, I need to find someone else in the organization who has that burning pain. I need to find other people and build groundswell. Again, this comes down to multithreading and pipeline generation, you want to get as high and as wide as you can in an organization because the only thing better than having a champion is having multiple champions.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“What's med pic? Are you kidding me? Medpick is an incredibly important qualification methodology. It's really how you understand the deal dynamics. You can look up the definition afterward, but basically it's an acronym. And what we want to find out are one of the metrics that are important, the economic buyer, the decision criteria, the decision process, paper process, implicated pain, not just pain. We want to understand the implications of it for your competition as well as your champion. That's what MedPic stands for. Ultimately, it's an act of discovery. Harry, what do you like about this deal? What gives you pause? Are there any red flags you've encountered? Okay, if I could give you a magic wand, Harry, what are the five things you would want to know or see happen here that you don't know or haven't happened yet? Great. Now we've got an action plan for what to do. Let's go out there and do it.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“That you weren't really thinking about is a painful festering wound that you really need to address. Hey, turns out I've got a band-aid, Harry, and I can solve this for you right now. You have to be able to go deep on that pain and qualify, what is it that this person or this organization needs from a solution standpoint to solve their pain? And if what they need is what you have, great, you've got that match. You should lean in. But if what they're looking for is something that's completely different than what you provide, you need to be able to walk away. Again, it comes down to that lean pivot walk. You can do med pick, med pick is incredibly enlightening from a qualification standpoint. It's me and my team. I don't want to medpick filled out. I actually want you to come in and we're going to do an active discovery together. And I'm going to ask you about your deal. I'll ask you about this opportunity. What's going well?”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I think the biggest mistake that people make from sales qualification standpoint is really not going deep enough. They'll ask discovery questions and then that first level of discovery question has been completed and they're already selling their solution. You need to go deep. You need to do some significant discovery where you get to secondary, third level pain and really let someone stew in that pain. I'll give you an example, Harry. You're on a run this weekend and you scratched your arm, right? So I ask you about that and find out, hey, you know, yeah, it kind of stings. Maybe you need a band-aid. I don't know. Is there blood there? We start to dig in and find out, hey, you've got some serious pain. What happens if you don't address that pain right now? Maybe it'll get infected. And now instead of a band-aid, maybe you need antibiotics. And if you don't do that, what's the risk to you? Shit, maybe my arm's going to fall off or I'm going to have to get it amputated. Well, now this little scratch.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Lot of people tend to wear rose-colored glasses. They get happy ears, as I mentioned before. People are meeting with them. They're excited. Rose-colored glasses people are great fun at parties, but they make for shit sellers. You need someone who is a lot more skeptical, who questions everything. The way that you see around corners is you ask the hard questions. You run toward the danger and what scares you, not away from it. So, Harry, what are the reasons why you're... If you ask yourself all of these questions and any possible way you could potentially lose this deal, now you have a map of all of the things that you potentially need to overcome. And in a worst case, you're overcoming objections that might not actually take place. And in the best case, you're really prepared for when that punch inevitably comes”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“The phrasing of that question scares the shit out of me, Harry. Why is that you need to be in that meeting? There is not a world that I would ever be comfortable living in where I want to outsource my job to a champion at a prospect that is living very dangerously on the edge. I know a lot of salespeople who will take completely wholesale what a champion says, hey, my CFO doesn't meet with anybody. My CFO's too busy. I will be the one to talk to them on your behalf. We can't have that because what happens when the CFO asks you that question, Mr. or Mrs. Champion, that you don't know the answer to? What happens when they question these numbers or they ask about implementation or have you talked to these different stakeholders and you don't know the answer? We have to be in that room with you.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“You need to be able to get to the executive buyer. There's a lot of different ways you can get there too. It's not just through a champion. You can leverage your network. You can leverage your board members. You can leverage your executive team to back channel into that executive. Typically, you want to be able to get some kind of a business value assessment where you're agreeing on what the value is that we can provide for an organization. And at that point, you're going to go with your champion and present those findings to the CFO or to the executive buyer.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Set that expectation from the start literally in the first meeting where I walk through a pitch deck, I share with them why we exist, what we're solving for, and what it's like to be working with us from everything from implementation and onboarding to, hey, part of our sales process is we're going to want to have an open dialogue between your executive team and our executive team. This is not a typical vendor customer relationship, but it's a partnership. And so we want to make sure there's that open dialogue so that what your CFO cares about, our CEO listens to.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“There is only one way to know if they really are a champion for you. You have to test them. And the way that you test them is asking them to take you to the executive buyer. Now that can result in two things. One, they have the power and influence to be able to take you to the EB. Typically that's a CFO especially today. If they have the power and influence to do it and they're willing to take you there, help present with you, you need to be in that meeting on your behalf. They're selling internally, you've got a champion. If they say no to you for whatever reason, it means one of two things. Either they don't have the power and influence to take you to the executive buyer, in which case you're dealing with a coach or just a stakeholder in the organization who really is not going to be meaningfully important for you. Or you haven't earned the right yet to have them take you to that CFO or to that EB, in which case you have more selling to do.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“The way that I think about it is I'm looking for salespeople who can provide 10x growth, not 1x or 1.5x. When you find someone who can provide that 10x level of growth, they're a rare find. To find two at the exact same time and to be able to recruit them and have them join at the same time is an exceptionally rare opportunity. If you do find them, by all means you should hire them, you should hire them as fast as you can whenever you can. But ultimately, if you are at scale, it's easier to hire, hey, two salespeople at a time. You're going from 20 reps to 30 reps to 40 reps. Great, hire an incoming class. But in those early days where each additional player is going to have so much impact, you need to be grabbing the best talent when you can.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“I think they should make that first hire as soon as they have a product that they really want to be testing out in the market. I think it's a lot sooner than a million ARR, to be honest. Those first sales, I don't think about revenue as being important. The revenue or the currency that matters in those first sales are the logos. You need to be acquiring logos. You need to be able to say, hey, this company works with us. That gives you credibility when you're trying to make that sale for revenue. You want their feedback. You want the case study. you want them to be a reference for you. That matters a lot more than revenue in those early days.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Think about it a lot, but where I come from, ultimately, if you have a sales leader who's coming in, they have a playbook in mind. They have processes in mind. They have sales tools in mind. And that playbook might not mesh with the product that they're actually selling. It might not mesh with the people in that organization. And so when you try to jam that square peg in the round hole, you ultimately create thrash. for an early startup you can waste a lot of cycles and a lot of time having the wrong people in the wrong position”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, for product market fit, I think that is driven more by the founder being out in the field talking to customers, talking to prospects, really understanding their pain points and being able to dive in at that level. But when you think about sales and a sales playbook, I think that's originating from the salesperson. And in some businesses, the founder is that first seller. In other businesses, you want to hire a junior salesperson to go out there and figure things out. But in no circumstances do you really want to bring in a VP of sales before you have a seller because they're going to come in with the preconceived notions that ultimately might not mesh with your particular business model.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“So it goes down to something that I built later on, a qualification methodology I called lean pivot walk. And essentially what you're trying to do is understand, hey, if the boxes that they're looking to check are the boxes that we check really well, you should lean in. You should be going after that opportunity full force. If what they're looking for is something that is not even on your roadmap and wouldn't be on your roadmap for the next five years, you need to be honest with yourself. So many reps out there have happy ears and just because someone wants to meet with them, they think, hey, they've got an opportunity. You need to be honest and be able to walk away and qualify that deal out. And then there are other opportunities where maybe you check some of the boxes and not others. And is there a world where they're willing to have two different solutions, one for the rest of the world and maybe one for North America? And so you start to understand these dynamics and you can play off of them and ultimately close.”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source
“The first lesson that I really took away, and this comes from when I was in IC, an enterprise account executive there, I built up a massive amount of pipeline the first six to nine months. I had 87 opportunities in my name, Harry. And if you know anything about Enterprise sales, that's way too many opportunities. But I started to close deals about month six. And what I recognized was you don't need product market fit in order to sell an enterprise, especially as that first seller. What you need to find is product customer fit. And so when you have a huge amount of pipeline like that, you can really prioritize it and focus on the accounts that match best with the vision that you're building toward and where their required capabilities match with your core competencies. So when you focus on that 20% that's going to drive 80% of your outcome, amazing things happen. And I closed about $13 million of”
2023-04-19 · The Twenty Minute VC · 20Sales: Why You Should Never Hire a VP Sales First, How To Create Urgency in a Sales Process, How to Do Traditional Outbound 10x Better, Why Revenue Doesn't Matter with Your First Customers | Mark Goldberger, Head of Enterprise Sales @ Ramp · IDENTIFIED FROM THE TRANSCRIPT · source