YouSaid · the spoken record

Steve Goldberg

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56
first
2023-12-13
most recent
2023-12-13
sittings or episodes
1
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podcast

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  1. “So, one thing I always look at, especially when we're building our internal sales process and our structure around our process, is when you're selling to somebody within a large organization. Now, if you sell to an enterprise company, like a large enterprise company, they're politicians. If you sell it to a smaller S&B commercial company, they're operators. And there are two very different ways to sell to them. If you're selling to a large company, I try to put myself in not only their shoes, but the people's shoes that they're actually selling to within their organization to get something done. And if they're respectable enough that the people, like a CFO, would listen to them and how they would be perceived within their company. And one of the questions I always ask my sales team is the person you're selling to that you think is a buyer, typically, especially in this day and age, they're not a single sole buyer that they make all the decisions. They have to go to many different people. And when the CFO is putting pressure on them or their CEO is putting pressure on them, how are they going to take to that? Are they going to commit to it? Are they going to say, I'm willing to commit?”

    2023-12-13 · The Twenty Minute VC · 20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “One thing Chris Stagnan is a really good friend of mine. Chris Degnan is my brother's best friend. He was the best man at my brother's wedding. And Chris has spent many, many nights on my couch when we were growing up when he was moving out to San Francisco. And a perfect example of Chris. You know, Chris went to University of Delaware with my brother. Chris is from Massachusetts. He's from Lincoln Sudbury. I believe he might have played lacrosse there. Him and I started off at Aerotech together. And then he went to EMC. And so going back to your previous conversation, I don't know about how many you can make because I think it's all about quality, not quantity. If you make two, but they're very quality and the next week you make two more, but it's quality, it's really, really important. And so I just think you got to be smart. You got to do the research. You got to understand who you're talking to to make sure that you're catching them at the right time.”

    2023-12-13 · The Twenty Minute VC · 20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “You have questions, you have conversations really quickly. I think one of the things that I've been able to do is I could pretty quickly tell people's body language, people's kind of where their heads at. You do the research, you follow them, you research them, you understand what they talk about, maybe a little bit of their background where they went, if they went to college, where they went to college, did they play sports, what sports seemed to they like, they have kids, you know, where they're from, where people are from, where people grew up, you just kind of figure out how to correlate with them. And, you know, it's just one of those things where I've just naturally always been able to kind of dig into and get to the personal side of the relationship.”

    2023-12-13 · The Twenty Minute VC · 20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “Well, there's a business side and a personal side. You always have to understand everybody's business motivation and their personal motivation. And once you understand that, you really can help just relate to them. And what they're trying to do and how you're going to help solve their problems. And I just always look at, like, especially, I always look at what their personal win is and what their professional win is.”

    2023-12-13 · The Twenty Minute VC · 20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “I didn't even know I fell in love with it. It just kind of naturally happened. I was a psychology major in college and I didn't realize how important psychology was in the business world until I actually got into sales. I always thought sales had a negative connotation when I was growing up. And when I first got into sales, I was afraid to say I wasn't sales because of that negative connotation. And then at one point I realized that, you know what, I'm going to embrace this because salespeople are problem solvers and they help your customers solve their problems, which makes your customers at the end of the day look really good and hopefully get promoted and move through their career. And there was this one gotcha moment where I was actually working with Kateway computers and I was up there, I walked in there saying, you know what? I'm in sales and I'm here to sell you something, but I'm here to help you solve your problem. At that moment that salespeople are problem solvers and they're psychologists. I just fell in love with it from that aspect.”

    2023-12-13 · The Twenty Minute VC · 20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “The market has changed from a nurturing market to a performance driven market. Yes, budget, everything goes to the CFL, but no, they're not shut down for business. Every renewal is a new deal too. The first question my CFO asked me is, somebody's up for renewal is what if you didn't have it? I think revenue ops is probably the most valuable role in company.”

    2023-12-13 · The Twenty Minute VC · 20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft · IDENTIFIED FROM THE TRANSCRIPT · source