YouSaid · the spoken record

Sean Murray

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84
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2024-01-24
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2024-01-24
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  1. “20 EC you. I appreciate what you're building. And I now want to because you're creating value. You're drawing someone like me in and you're offering this value to other people that are just like me. And then now I want to buy more of the products that you have. I want my leaders to get exposed to what you're doing. You're not trying to sell me anything, but that gets back to the teaching and how buyers want to buy. So I'm impressed what the operation, whether you're meaning to do this or not, I'm impressed by it.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “It's goal visualization, celebrating these small quick wins is very important because there are small wins that happen throughout the day. And goal visualization reminding the team of our purpose and our mission and why we do this every day. Reminding the team of the impact that we're having in the market, as an example, Harry, over this past year when there is a very low hiring volume that's happening right now. Greenhouse, we have helped over a million people win the job of their dream by using a fair process, leveraging greenhouse software. So I remind people of really what we're building and what we're doing. There's 7,000 customers, and we've processed over a million offer letters through our software. This year, when no one's hiring. But to answer your question, don't forget the goal visualization. Yeah, we all want to make money and hit our quota, all those things, but you got to go deeper sometimes and get back to what really motivates people because not everyone's motivated by money. Shockingly.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “What we're talking about earlier about discounting is it's not about discounting, it's about give and get. And I've had some of the biggest companies that I must win and I must have them as a customer, but they'll sit on my customer advisory board. We will promote them in different ways. We will use their product in new ways. There are ways to get creative to win the business, but basically people want to buy, they just don't want to be sold to. And so the way I get creative to win deals is to make it a no-brainer for that buyer to trust me and to go with me.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “Sadly, it's product owner marketing because salespeople, they want a product that's applicable for everyone, right? So they complain about the product, which is wrong. And the second reason why sales wrong is on marketing. They want a fat pipeline of buyers that are ready to buy, and they blame marketing for it, which is also wrong. So that's typically where the most conflict is.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “Best answer to that question they reframe the problem and they teach me something that I didn't know about my business right now in that moment. That's the best answer.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “No, the majority say, oh, that's great. I'll make sure I put it on my calendar. Here's what I'm going to do in the interim, and I'll call you in six months. I've had the majority say that.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “Explain the time to me when you were asked to call back in six months. The reason why I love that question, Harry, is you will expose that person and how they operate pretty quickly.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “Discovery, there's too much information that we can extract on our own, that we should know a lot about our buyer before we engage with them.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “Not a wrong assessment that the founder should know all of those things. I agree with you. However, there are professionals that know exactly how to craft that message. In the sales go-to-market motion, three common themes. You got a methodology, process, and behavior. Now, you as a founder might not have that pattern recognition skill set built up enough to know what those behaviors are that you want to incorporate or what the segmentation strategy should be or what methodology or process to use. Bring on someone that has that pattern recognition and that expertise that can do probably better than a founder that's never done it before.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Founders are incredible salespeople. They are. They care greatly about the product. They built the product. They typically know everything about the product, which makes them grade salespeople. I would argue that that sheet music get created by a professional that has the pattern recognition that has seen it before. So I do not believe a founder should build that sheet music or playbook for how we're going to go to market.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “To a certain extent, there's 75% of key pillars that make up a sales craft that is the same no matter where you go. There's sales strategy, there's talent management.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “It's a little bit different. And so the sales leaders that are shit right now, Harry, they're running the old sheet music. They're trying to get people back into an office where there's high fives and kegs and ping pong. And they feel that that's like the culture that they need to be successful. Where today salespeople, they're more interested in career bathing. They're more interested in learning and in development. I had one sales rep, one of the highest performers that we have. We're all getting together, those that live in the same city, and we're having a conversation about one of the sales managers said we were talking about the year-end close. And the sales manager said, ah, I missed the sales floor, you know, the gongs and all that noise and the music. One of the highest performing reps said this. He said, what's a sales floor? So to me, it was the biggest aha moment. Look, I miss, I want to lean in much harder to the future of sales, not to where we were in the past. And the bit that I heard about what you were saying about playbooks, I agree.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “Because I'm auditioning right now for candidates in the future that might come work for me. And I wanna make sure that I can attract the right people that work in my organization because I'm not running an old school playbook. I want to run sheet music and pattern recognition.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “I think it's about half are useless. Half were very good. I listened to a bit you did about playbooks. And first, I would refer to playbooks as sheet music, less about playbooks. Fun fact for you. The term playbooks is a sports analogy based on American football. So I'd prefer like I use like sheet music instead”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “The short answer is artificial intelligence, that's how you're going to forecast in 2024. There's technology. Shout out to my friends at Clary. There's technology today that's putting a lot more science using the machine learning into what's going to be the output 90 days out. And frankly, on my new logo side, it's been within 5% accurate, 90 days out. So that's how you should forecast in 2024. Use the technology. I have wasted years of my life trying to predict the future and forecasting. Years of my life, I'll never get back. And I still can't get it right. I still try so damn hard, but forecasting is very difficult.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  16. “Certification. So I've always embedded a certification culture within my revenue organization. And so you're testing these sales pros. You're having them test on your product. You're testing them on your narratives. You're testing on whatever it is that you want to test them on. And then when they get in sales cycles, are they graduating from stage two to stage three in the sales cycle or not? What's missing? Listening to the gong conversations or chorus or sales off or wherever you use, but those first six months in the enterprise are very, very critical.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  17. “It does if you let it. And the conversation we were having a little bit earlier, a piece of conversation we had earlier, which is in your sales process, you'll know within the first six months if this rep's going to cut it in the enterprise or not. You should. And what I think founders make a mistake is they wait for how many deals that they get a year and a half later. There should be more stage gates”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  18. “Yeah, so if you're selling into the enterprise and let's just use an ACV of 100K, you want to let that rep ramp for about six months, move slow in order to move fast later. But don't wake those six months to measure their performance. Have stagegates along the way those six months, but Enterprise Rep will take a good year, right? Because the next six months, you ease them into their quota. You want them to be successful at the end of the day.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  19. “So on the enterprise and national pay, depending on what your quota would be, is probably the right place to start, right? So best practice is a five to one ratio. If I'm going to pay someone 200 pounds sterling, I want them to have a million quid as a goal or as a quota. Thinking about what that ratio that you're willing to pay. Now in a startup, you may have to sacrifice that a bit to maybe four to one. Based on what that quote is versus what you're willing to pay. But that's considered best practice. So look at it in that type of way. Then, depending on where you're hiring, you can get plenty of data on what the averages are.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  20. “They underpay or they overpay. Those are the biggest mistakes. There's great data that exists about how much people are paid for certain roles. It's very transparent, but some people they underpay in a startup and they just try and overpay them, say, on the equity side, right? I get that, but that's a mistake.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  21. “Right, you're still performing the same tasks so that transparent standard pay doesn't really matter where you live in i pay on the higher end i assume you live in london i assume that you live in new york city and i will pay you on that high end not the highest paid shop in new york city but i'll pay you on that high end so transparency and one pay structure”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  22. “I have so many lessons on comp. So, first, the biggest lessons I've learned on comp is transparency. My biggest lesson for those that are up to negotiate at final offer, to me that just creates a different economic bias that could come in into that process. So maybe someone's better at negotiating compensation than another, right? So maybe that filters it with transparency, look, I'm never going to be the highest paid shop in town. You can always go somewhere else to make more money, but I'm looking for transparency so everyone knows what they're walking into. Here's the variable pay, here's the salary. And it's just very transparent. Everyone knows what it is. So I don't waste my time. I don't waste theirs. Transparent pay. The second lesson I've learned is I've moved to a national pay structure. If I live in London, if I live in New York City, if I live in Cleveland, Ohio, it's still the same job.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  23. “I don't have a sexy answer, but what I can say is I have hired teachers before school, educational teachers, professors into sales.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  24. “It really depends, Harry. It depends if it's my first sales rep or my first sales manager. If it's a first sales rep, it might not be a take home test instead. It could be a CCAT test that you would take. It could be a personality test that you could take. It could be different types of tests. But when I do take-home tests, it could be something as simple as what would be your 30, 60, and 90-day plan when you start with me.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  25. “No. So the interview, let's say the interview is one hour. Okay. You and I, before we start our process of interviewing in general, we're going to have a kickoff meeting and we're going to agree on these are the core competencies. There are probably, I'm making this up. There are six to eight of them. On the first interview, I'm going to interview for these three competencies across nine questions. It's going to be in a scorecard, and then you're going to be able to see it, the scorecard. Now, you, Harry, you've got these three or four competencies, and here are the nine questions that you're going to ask. And they're different from mine. They must be different. So we get as much data about this candidate as we possibly can.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  26. “Sure, you can get those stories through that structured process. So, for example, let's go back to that question that you shared about Mark Benioff. I just learned a lot about you and your craft and the elegance of your answer. You're still capturing a little bit of the art, but what I'm trying to avoid, Harry, is the unconscious bias that inevitably creeps in to every single interview that all human beings do. And that's okay. But if I can build in more science and more data-driven results and the little amount of time that I do have, I'll take that every time other than the nuance that you're referring to, like the art side.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  27. “So the competencies are your big buckets. So let's just use one big bucket as an example, drive for results. Like that, that's the bucket that you're using. Then you have three questions that are related to drive for results, but you must ask each candidate the same exact questions so that you have consistency across the board, right? You don't tweak those questions at all. You want to make sure that when you're testing for Drive for Results, like let me give you a specific question, right? So the question that could be consistent is tell me about a time when you were told to call me back in six months. What did you do? What was your action? And then what was the result? As an example.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  28. “Great question. The interview for each person, interviewe, is highly structured. So, Harry, you and I were on the same interview team. Okay, in our software, here's what I'm going to do. I'm seeking and checking out for negotiation competencies, persuasion competencies, and drive for results. Here are the questions I'm going to ask and here how they will be assessed. Okay, Harry, you are going to test for these other competencies. Here are the questions. You are going to ask, and here's how you will assess them. And so the interview is very structured, and I'm making this up. It's a three-hour process for the candidate. And every candidate is also going to have the same take-home test. Every candidate is going to go through the same personality test. There's no room for bias. There's no room for repetitive nature. And you follow that process. So you can get the most data for your candidate and that amount of time that you're allowed.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  29. “It's only going to give you as a hirer so much time. Let's say there are three or four people that interview that candidate. They all ask the same damn questions. So you're not getting enough data from that candidate in the short time allowance that you do have.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  30. “Next step after you've attracted all this talent to your company, right, you're an advantage because you've got this massive pool to choose from, right? So then, what happens next is your proper kickoff and agreeing on what are the right competencies that we are seeking? What are the right attributes that we are seeking? And then who is going to do what? So setting up the structured process to ensure you have consistency for the follow through in the interview process. So for example, the high performing reps, they have similar competencies, drive for results, persuasion, negotiation, intellectual curiosity. So you incorporate that in your structured process. And you only get so much time with a candidate.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  31. “So, when I feel as though I've perfected sales hiring, it's because I eliminate bias from the process. It's very structured. It's driven by competencies.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  32. “Don't think so, Harry. Now, here's what I've learned in my journey. Let's go back to that example of attracting talent to your company. Okay. According to Forbes Women, that in general neutral job posts, seventy-four percent of women less likely to interview. Now hear me out. When in that same description, in the same source, if there were masculine related tasks or words like you'll crush it, you'll dominate, like those types of words, only fifty-five percent of women will apply. Now hold on. According to exactly insights, those that identify as female outperform their male counterparts by eight percent. If you, as a sales manager, have a certain profile that you're most attracted to, then that's probably who you're going to go and hire.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  33. “Okay, there's a lot to unpack here, but I've been leveraging software for many, many years in my hiring effort. And what I'm learning about hiring salespeople, the best people, there's a lot more data and science involved than one would think. So it really first starts with how you attract talent to your company. What are the words that you're using in your job description to ensure that you're creating a fair and equitable environment to motivate people to come and work for you? So that's really where the process starts for me is how I'm attracting talent.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  34. “I do. And the reason why is if you structure a data driven sales process when you can see when deals fall off from, let's say, stage two to stage three or in stage two, if that sales rep wasn't clicking off the right criteria to graduate from stage two into stage three, then you know that you've got a talent issue pretty quickly.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  35. “Hard truth is it's a full on budget allocation. It's a full on effort. However, you can test to see if your product will work with a few test cases, with a few customers. So for example, to the founders out there, try and engage an enterprise and maybe do it on the house. Engage a few customers and give them your product for a year and let them use it for a year. Find out where the mistakes are. Find out what goes wrong. Learn what's wrong with your product before you really go big. So there's probably a little bit of both, Harry, but the truth is you need some capital to go into the press. And you won't get that immediate love. It takes time. It doesn't have the same return on speed as the SNB or mid-market will have. That's the truth.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  36. “Yes, I like this question. The first answer would be let the data teach you on when you're able to do it. So if you have inbound, if you have clues from companies as you start to move up ever so slightly, if you get those clues from you, again, the inbound or how your customer is using your products, let that data teach you if you can start creeping up market. And then the third would be to run a phase one. Try it. Try. If you want to go into the enterprise, yes, it's a full company effort. And that's what a lot of founders get wrong. What founders think is that the sales and marketing go to market thing. It takes the whole company to rally around it. It's an entire company motion moving into the enterprise. It is ambitious, but try.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  37. “I value the question. The short answer would be yes. What I will say about the competition and selling against your competition is when I'm directly the seller is to not belittle or throw mud at my competitors. It rarely works. If you roll around in the mud with pigs, you just get dirty. And so I teach my sales organizations as best I can to not speak ill of the competitors.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  38. “No, no, I don't. I have his credibility on my shoulder, Harry, because what I said to you, Harry, companies that look and feel just like you, some of your competitors, companies that are in your ecosystem, this is what happens at the end. My hypothesis is this is what's going to happen to us at the end. These people are going to want to get involved.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  39. “A great call out, and you are right. That happens nine times out of ten, and frankly, they are not the person that can sign the order form. So you are right. The question to ask may be differently is who should I engage early? Because Harry roleplay again, okay? Harry, buyers like you, I have 7,000 customers and buyers that look and feel just like you, what happens at the end of this process is the CFO will get involved, the head of procurement will get involved, IT will get involved, Harry, I don't think your company's gonna be any different. So in order to be a good steward of your time, let's get them involved now because then I can set you up for success. Harry, you want this product and I know you do. But in order for you to be successful, let's get these players involved.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  40. “About my product, and I want two social posts from you raving about my product, and then we'll do the deal for 60. So it's not a discount, it's a trade.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  41. “Discounting is okay. It's fine. In different environments, it's important that you adjust when you need to. We all believe that our products are the best, especially those founders that are listening, I know. But there are moments that when everyone on the block is charging eighty dollars for a beautiful steak and then the market goes south and then the rest of the street is selling those steaks for twenty dollars, you can't keep charging eighty dollars for your steak. You can, but you're going to lose. The worst deal is the one that takes too long. Just move on. Go get the next deal. So I have been a big advocate of flexibility. Maybe a discount and refaming it a little bit. It's flexibility in negotiating terms. It's not necessarily just discounting a drop of your price, but go get something different. So as an example, if my price is 100K, I will do this deal for $60 and then Harry what I expect from you is a story about how you love my product. Harry, I want you on the stage of my annual conference raving.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  42. “Correct, right? So as I'm moving up market, so the founders that are listening that have aspirations to go be bold and move up to the enterprise do it, but think very carefully on when you're negotiating these terms with your first 25, say enterprise customers give and gets, you're going to need their help to get this going. So give them the concessions that they need. Make it worth their while and get it in writing so that you can use it.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  43. “It depends. Okay, Harry, we're role playing again. Harry, you as my As my enterprise customer, I'm not going to ask you for your time to help me go sell to other big companies. But if you do, maybe I'll give you a little bit of a discount and renewal. I'll do something for you. So I do ask in advance. So when I'm moving up market, I make these concessions as part of my negotiation when I'm closing a deal, which is.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  44. “It's a good question. The short answer is it does make a difference. Now, every salesperson in the world pitches and they over pitch those enterprise logos, but the first problem that I mentioned when moving up market is you lack credibility. And the reason why those logos do matter is I need to show you, so Harry, you're my enterprise customer and you're looking at me like, you can't do half the shit that you're talking about. But what I need to be able to say is like, Harry, look. I'm going to set you up with the folks at Slack, document, and Snowflake, and they're going to tell you a story of how they use my product. I need that. You need that.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  45. “Yes, many, many, many mistakes. And it's less about overpromising is being upfront about what we can and can't do or what we can try to do. But the biggest mistake is the time I can't get back. So I went to go after one of those sexy logos. I went back to my product and my engineers were like, look, this is going to be easy. You got to trust me. I've never been an engineer before, but this sounds really easy. And I had my product team, my engineering team invest a year of their time trying to make it work. And it didn't. And so I can't get that time back in with founders. That time is too precious. And so those are the big mistakes. It's not about being false or lying to your customer, but it's the time that you can't get back.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  46. “That I try not to pursue much more above that. And it's mostly because it just gets so difficult above that threshold. And I don't think the big money really isn't what those companies anyways. Actually, there aren't many companies that have over 10,000 employees. But when you get to that level, it gets gnarly.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  47. “Marriage is easy compared to this friction, but this is going to be the real friction when they are moving a bet market and how they're going to differentiate those two on that customization of sales debt because the sales organization is going to say, hey, look, we've got to go create 15 different bells in 20 different whistles to make this company work for us. And I refer to that as sales debt. And so the lesson learned is how do you balance sales debt? Because every once in a while you're going to want to take down Adobe as a customer so you can say you've got Adobe as a customer or the snowflakes or those sexy logos, Slack, Salesforce, whatever. But you must balance that sales debt and just know when to walk away from deals because the biggest pain point you move into the enterprise is they want you all to be special and they want customization and it's gnarly. So as one example, Harry, greenhouse where I'm building now, I really cap it at 10,000 employees.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  48. “Because as you move up market, the IT organization gets more senior and more senior and more authority and more authority the higher you go up. And the worst thing that can happen to an enterprise is a data breach or security flaw. And many of startups, they don't have the proof points that they meet all the compliance requirements that the enterprise will demand of them. So to me, that's what IT really becomes difficult. So as you prepare to move up market, make sure that you can defend those arguments before we even try moving up market.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  49. “Lot okay, there is a lot to get wrong. The three biggest hurdles in taking that holy grail of moving up into the enterprise, those massive ACBs, the sexy LTV to CAC, those sexy logos that you get to talk about. But the hardest problems, first the credibility. No one knows who you are, especially in the enterprise. And IT will destroy you. The second is do you have real product market fit for those big companies? Because those big companies, they all believe that they're special snowflakes. And so they need things that are just different because you've built an S&B or mid-market platform that's there to scale. And third, it's somewhat related to both, but your financial and your financials, because as you move up market, they just don't trust you. Very similar to credibility, but they just don't trust that you'll be around. They don't trust that you can survive as a startup for that long. So I think those are the three that I've experienced in moving up.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source

  50. “Well, banging my hand against the desk, I got to be better at my persuasion. But it really also, Harry, it depends also on the product. Because if the product is easier to adopt, you probably need less customer success. So, the innovation of the product makes the difference. And if you have a heavy people or human-oriented customer success organization, could be a red flag for the buyer.”

    2024-01-24 · The Twenty Minute VC · 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse · IDENTIFIED FROM THE TRANSCRIPT · source