YouSaid · the spoken record

Sean Murray

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2024-01-24
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2024-01-24
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  1. “No, you're not ignorant because my CS organization today, they are not in sales. They are not. I want to make an argument that we should be. Today they are not in sales. Many customer success organizations do not have a quota. They sit in cost of revenue or cogs and they do not have a quota and they focus on adoption, using the product. That's a classic model.”

    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. “Really hairy, we're all in sales. Come on, we're all in sales and we're serving our customer. We are. And the good news, the customers expect 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

  3. “Yes, you have account managers or salespeople that are also talking to your customers along with these customer success relationship builders that are typically measured on NPS. My argument is to combine those rules. Leverage technology, leverage the data on when you know customers should be up for expansion, should be up for cross-selling. Your data should tell you that whether you're using gainsight or gong, whatever technology you're using, you should be able to see that and allow that frictionless sales environment to happen within the customer organization.”

    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. “The enterprise, the short answer is yes. The last three companies I've helped build, I pursue every segment, from SMB startups all the way up to the 20,000 employee mega companies. And in the enterprise segment, that level of personalization makes a difference and very important. So to answer your question, yes, we expect our teams, maybe not that I'm going to go to a Taylor Smith concert in London with my daughter. Maybe not that far, but certainly what my top three problems are that I must solve in this current year, that level of detailed yes. Now at scale, maybe in the SMB where it's a bit more automated, not as much personalization is required.”

    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. “A big plug for Gong, but the AI that they are building within the conversation intelligence is remarkable. If I'm a customer success person and I'm inheriting a new customer, I can go into Gong and just look for quick highlights, quick moments that were important during the sales process on how I'm going to absorb and learn about that customer. It's brilliant. And so that's how that transition now happens flawlessly.”

    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. “Okay, you have the new logo organization, and their only purpose in life is to go get more new customers. So when they get an order for signed, you pass it off to a customer-facing team, whether that be called the carol management, customer success, customer support, whatever you want to call them. But these are two distinct different teams. Harry, when you have those roles combined, the research is profound. When you combine those roles, it doesn't work very well. So long as you have the TAM, the total addressable market and you have the green field available where you can go and secure new logos. You've got that runway, those roles should be separated.”

    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. “Oh, Harry, this is a must read for you. Brent Adamson met Dixon. They're the authors and the researchers behind a lot of the content. But the argument is, and I firmly believe this to this day, you have an organization that secures new logos so long as you have the runway and the TAM to support it, and then you have a customer facing organization. You separate those two. But to answer your question, the technical”

    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. “We handle that and how I'd handle the passes through technology. That handoff should be flawless. So to the founders that are listening, ensure that you should have a hunter organization that chases new logos. I firmly believe it. By the way, Harry, I was able to, one of the highlights of my sales career is I was able to launch the sale of the Challenger sale. Have you heard of the Challenger sale?”

    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. “No, it's a great equation to go and solve for. What I'm finding now is that in customer success, you have fewer touch points with your customer and the product must sing for you at some point, of course. But when you're having those customer conversations, can you also weave in the commercial component of upsell and or cross-sell? Because in customer success, you're building trust. You're building that relationship. And in some models of one of which I'm a part of and I've been part of, is you have this like awkward high tension moment where a salesperson comes on and is like, but wait, I got more things for you. But to have that process a bit more centralized is probably the best part. So if I'm a founder right now, you must find people that care greatly. I just saw a post by Jason Lempkin. It was spotting on like your first few CS hires, someone that cares greatly about your product. They're passionate. They're smart. And everything else will sort itself out. But if I'm a founder right now, I would think about combining those roles.”

    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. “I do not think that is a step that's too far at all. Our customers are leaving breadcrumbs throughout our product at all times and making sure that we get the right sets of data in the right hands at the right moment is critical. I don't know if it requires a full restructure. However, what I do know today within customer success or account management, wherever this structure looks like, everyone should be in customer success and in sales at the same time.”

    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. “First, the data proof must prove that you are helping your customer measurably better at whatever is the problem that you are solving. So I would say data probably one and data probably number two. It's in that proof point. And what's the next problem that they have in the coming year that you can solve for?”

    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. “I do agree. Renewals are harder than they've been in the past. And what creates these renewals to be more difficult, there is a lack of consensus. There's dysfunctional consensus when new personas enter that renewal process. I do agree with the sentiment, Harry, that CFOs, 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

  13. “Well, and that's just it because we are, let's just use hiring software as an example. It's persona based. I'll go sell to a retail, manufacturer, tech company, and a biotech business. But many of the problems are still the same within talent acquisition. There are parallels that you can draw. And what many talent organizations, what they're thinking about differently right now is, let's say DE&I, diversity, inclusion in their businesses, not just hiring. And so I can go in and teach different industries about how other industries are visualizing inclusion and diversity hiring in their business, right? So it can be done in horizontal or vertical, but it's not easy.”

    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. “Out because if you cancel your appointment to go to the dentist, family took the whole day off of work to go to the dentist. It's an expensive problem. To the tune of a small business dentist shop to the tune of about $700,000 in a year of lost business. So as one sales rep goes back to dentist office, explains this problem in a new way. The problem of absenteeism with these folks being out of office or being out of the dentist's office. And the dentist would just say, no, no, that's just part of doing business. That just costs doing business. How can I fix this? With Rep said, if I gave you away that you could avoid your hygienist to suffer from carpal tunnel absenteeism, would you buy these trills? Well, that he's like, that doesn't exist. Lo and behold, these most ergonomic drills that were the lightest ever that would prevent absenteeism. So you see what I'm doing here, right? It's like reframing the problem that you think that you're solving. And that's what I mean about teaching your buyer something different about their business.”

    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. “If I can tell you a two-minute story, I promise it's worth it. Okay, there's a company called Dense Ply. This is from CEB Now Gartner, right? There's a company called Dentsply. Dense Ply is located here in the United States, like $2 billion in revenue, right? When you go to the dentist, they make all the tools and the drills and the things you go to when you go to dentist, right? I'll make this fast. They produce these drills, the most ergonomic light drills that we're going to take the world by storm. 500 sales reps go out and try to sell these drills to these dentist office, right? They couldn't sell them. You know why? Because all the dentists were saying, no, no. You sold me these drills three years ago and they work just fine until one rep did something differently. That one rep did research. The rep found out that 30% of dental hygienists were out of work each year 30% of the time of absenteeism and found out they were out of work through absenteeism because of carpal tonnage. Because if you're like a dental hygienist, you're in these weird positions all day working on people's mouths, right? Anyway, that rep did the math and figured.”

    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. “And it might not be about your specific business, but it could be about the investor world and the key word that we try and use is reframing the problem, reframing, right? So in your world, whether you're investing, you're looking for certain types of companies before you make an investment, whether it be LTB and CAC, whatever metrics that you're looking in. But we want to reframe it to be about something different, something you might not be thinking about. And that could be your voice internal survey results from their employees. Do they have happy employees? It could be what their customers are saying about the company you might invest in. Now, I'm not giving you an insight right now, but if I'm selling to VC firms, I talk to 30 VC firms in a month. And if I don't have some insight about the VC community that you might not be exposed to in the last month.”

    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. “Took out the word discovery from the sales process and I inserted the word teaching. And words matter. And what I would prefer my organization what they do when they engage with a potential buyer is they teach them. Teach them about their company. Teach them about the category. Teach them about their craft. Instead of asking the lazy, dumb questions that they can find out on their own, that's the discovery that is dead. Because technology allows you to understand so much about your buyer before you talk with them within minutes.”

    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. “Have sellers where I prioritize the SMB segment, those sexy startup companies that are in Silicon Valley or in London or in Paris, wherever they are, they grow up to be enterprise customers. So I still want human engagement. And that ACV is, say, 9, 10K US. It's not a big ticket, but those customers are still valuable. And if I just automate that whole process, which I think we're moving toward as a craft, I think we're moving there, but I'm not ready to concede to my competitors that have not automated that segment, but I am constantly looking at automation, different technology on how I make it easier for buyers to buy on their own and renew on their own and engage with their company on their own. There's a lot of innovation happening with that like 15, 20k-ish ACV.”

    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. “I've got good news for the sellers out there. I've got good news because, according to Gartner, Harry, 43% of buyers that had a digital-only experience in purchasing have a 1.65X higher regret rate. So the best sales cycle is when it is rep enabled. Like the rep is part of that process. In fact, you reduce buyer regret by half if the rep is involved in the process. So what the rep does, so to your point, yeah, like content marketing is super important. Teaching things when no one's around, yeah, yeah, you got to do that. But the good news for the sellers is that we get to be there to make sense, to bring the human context to what they're buying and so they can ask actual questions.”

    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. “Yes. But Harry, what changed more than just selling is buying. Buying is changing. The comment I made earlier that if I'm going to go buy something, literally, according to Gartner, 9% of that entire process is actually engaged with the seller. So what's changed more in selling is how people buy. And so how selling has changed here is my comment about marketing. Earlier, which is how can I teach the 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

  21. “I do believe the best educate, and in fact, in my sales process internally, third company in a row, the first stage of the sales process is called teaching hypothesis based selling. If you are a seller today and you engage a potential buyer and you're wasting your time asking about what the CRM that they use or where they're located or who they do business with or how they make money, just don't even call. So the first stage is teaching. If I can teach you more about your business, if I can teach you something about your business that you might not even be thinking about, you will engage with me. And so I agree to your sentiment of what you're saying, but that teaching component is 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

  22. “I do agree with that. The CFO in different personas, there are functions people have never even heard of that are getting involved in the sale right now, right? So I agree with that sentiment and I also agree that it is harder. Hard stop. But what the bestsellers are doing now, and I geek out with a lot of other sellers, and what I'm finding with the bestsellers are doing right now, they're revisiting their ideal customer profile. They're revisiting their target accounts, who they want to go and pursue and engage with. They're adjusting their messaging. You and I both know growing up that there was a monster under the bed, right? We both knew that. And that's how many sellers talk about their problem is like, oh, there's a monster under the bed. But you know what? The better sellers, they're talking about the monster that's down the hall, through the other door, and hiding in the closet. They're teaching their buyer about that monster, not about the obvious monster that's under the bed. So I think the better sellers are adjusting.”

    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. “No, personally, I'm experiencing the opposite, where new logo sales are actually fairly strong and say some customer churn might be a little bit more difficult. But new logo sales has always been hard. And the best sellers right now, they are adjusting. They're just changing how they go into the market. And yeah, don't get me wrong, I would prefer fish to jump in the boat with inbound leads. Yeah, that was a lot easier, but I don't think that's a primary reason why selling is hard right now.”

    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. “Yeah, I don't know if it's a recession. However, we are right sizing. Maybe that we all shouldn't have grown as fast as we did. Like the valuations of businesses and companies when we were raising, let's say in 2020, 2021, they're beautiful. Don't get me wrong because I benefited from some of those valuations. However, they just were overinflated, no pun intended. So I do believe we're at a right-sizing type environment, but it does feel harder now than it has in the past.”

    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. “We have a full dashboard. We measure successive marketing, and it's inbound generation, the demand, but it's also, we go all the way down to our customer journey because our marketing organization is very heavily involved with our existing customers, NPS, gross retention, net retention. We do measure our marketers on the full suite of everything that I am measured with, our marketing organization. We hold them as accountable to the revenue as I am. So, for example, if you were to ask my marketers at the last two or three companies where I've engaged and helped build, they would know the revenue numbers as tight as I know.”

    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. “It's a great question, and it's probably a sense of all of the above. So, for example, our marketing organization, they run our customer advisory board. So our core key customers that help drive our product and drive our innovation, that's a marketing generated event. And so that's one example of how they spend time with our customers. And we invest heavily in conversation intelligence as a technology. And so our marketers there frequently listening to our customer calls, listening to our prospect calls. They're very in touch with what's going on in the personas of who we are engaging with.”

    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 Karen Van Viuren is a CMO I get to work with. What Karen or what the best CMOs do? They know our buyer better than anyone else. They spend time with our customers. CMOs don't spend time with the customers, right? That's just kind of like a head fake. But the best CMOs understand deeply the pains of the buyer, what makes them tick, what drives business value and personal value for the buyer. And that's what makes the best CMOs today. Because when you know that, then you become a great seller, right? Because people, they don't want to be sold to, but they do want to buy.”

    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. “Well, marketing is holding our hand throughout the entire process. So marketing, looking at our digital spend, the brand excellence, making sure we show up where our buyers hang out, whether it be at events or online or through social. We're all one big team. I'm not just talking shit about this either. Like the sales and marketing organization is very, very tight. And now how you enjoy the most success today when that is one whole unit.”

    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. “Yeah, their two big elements pop out to me. The most important is messaging. What problem are we solving and what's the problem behind that problem that we're solving? Many sellers, you're just deployed go and produce more revenue and then come back with all of the revenue. But now we must think differently about demand generation. The second being branding. How do we attract more people into our sales process so that demand generation piece is what's most relevant to me right now?”

    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. “Yes, well, the blend couldn't be more relevant today. I view my role right now as the head of selling, when I used to be the head of sellers. The CMO the marketer must be very effective at selling, and the head of sales must be very effective in marketing. And the primary reason why is because of the buyer. On an inbound lead to your business, the seller now gets nine percent of that buyer's time to evaluate whether they're going to go with you or not. And Harry, in that 9%, this is Grendel Gartner, you must split that time with the other partners or vendors in that process for the buyer. So the reason why this is such a great question is that how do you grab their attention that buyer attention? How do you teach them about your product? How do you teach them about what you do? When they're not talking with you. So there's much more of a blend today than ever 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

  31. “And it tapped into my competitive spirit, trying to be on top of the stack rankings. And I've been basically an SDR ever since is like 22, 23 years later. But that's when I fell in love with 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

  32. “I wish I had a really elegant answer. I listened to Egan's conversation. It was like very intentional. And similar to say, Mark from Grammarly, I'm an accidental salesperson. Now, I'm a son of a salesperson. My father, my late father, was a dedicated salesperson, so I was never going to get into sales. So through undergrad and uni and graduate school, I was a bartender. But when all of my smarter friends were taking on internships, I was slinging cocktails. So I got my first assignment at the corporate executive board CEB, and my job title was Marketing Associate. Well, it turns out that I was making three hundred cold calls a day to see sweet executives in the Fortune one thousand. I was what's now called a sales development rep, an SDR, and that's when I felt in love with sales. I had this moment where I said, wait a minute, if I make more phone calls and book more meetings for my account executive, you'll just give me more money. Yeah, it's like, okay, this is amazing.”

    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. “Harry, it's such a treat to finally meet you and have this conversation. I've been looking forward to this conversation for the entire week. And before we get started, I have to thank you for what you're doing to our overall craft of selling in 20 sales. I'm learning so much. I've been listening to the conversations and we are accelerating the craft. So thank you for all that you do.”

    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. “The worst deal is the one that takes too long. Half the sales leaders probably are not going to make it in the next year or two. The three biggest hurdles in taking that holy grail of moving up into the enterprise, first the credibility. No one knows who you are. The second is to have real product market fit for those big companies. And third, your financial and your financials because as you move up market, they don't trust that you can survive as a startup for that long.”

    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