Dave Kellogg
25 statements across 1 episodes · 5 bullish · 7 bearish · 1 people on the record · first statement Jan 31, 2024 by Dave Kellogg · said 8 times in 4 episodes since 2024 · across every show →
On the record as a speaker too: Dave Kellogg's record, appearances and statements → this page counts the times other people say the name.
Mentions by year
brought up most by Harry Stebbings (8)
tap a year for its mentions
2025 1 mention in 1 episode
2024 7 mentions in 3 episodes 2 per episode
- Ben Fiechtner: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | E1185 · 20VC with Harry Stebbings
- Mark Roberge: The Framework for How Startups Should Scale into the Enterprise -Stage 2 Capital|E1176 · 20VC with Harry Stebbings
- Larry Shurtz: How to Hire, Train & Retain the Best Vertical Teams | E1151 · 20VC with Harry Stebbings
- every mention in 2024, scene by scene →
Everything said about Dave Kellogg, oldest first
Jan 31, 2024 negative
Kellogg: Sales reps' sole job is forecasting and closing on time
“You don't make the software. So your only job is to sell the software. You're not a technical resource. You don't help customers deploy. So this is kind of the, you had one job argument, right? Like you had one job. And it's like, let's just remember, that's w…”
Jan 31, 2024 negative
Kellogg: Startups blaming rising CAC on 'low-hanging fruit' underestimate market size
“I think most startups, when they make that argument to me, I think they're vastly underestimating the size of their market. That if you have a really, really big market, That, that you haven't picked all the low hanging fruit.”
Jan 31, 2024
Kellogg: Pressuring reps into higher commits ruins sales forecasting accuracy
“Some sales managers use the forecast as a club to kind of push the reps around. Like if I could just in a moment of week is get you commit to one 20, then I can hold it against you for the rest of the quarter. First, I don't think that's great sales management…”
Jan 31, 2024 neutral
Jan 31, 2024
Kellogg: Leaders should be unsympathetic to CS VPs missing churn forecasts
“So, so I just think CS for it, I am, if a VP of sales misses their forecast, I'm somewhat understanding. To me, it's I'm not very sympathetic to a VP of CS that misses their forecast, because how is it that you didn't know?”
Jan 31, 2024 negative
Kellogg: Outbound sales worked significantly better four years ago than today
“I think Outbound actually worked better four years ago than it does today, because I think everyone's doing it, and people are getting flooded with it, and they don't like getting called on their cell phone, they're not answering their regular phone, and you c…”
Jan 31, 2024
Jan 31, 2024 neutral
Jan 31, 2024
Jan 31, 2024 bullish
Dave Kellogg: AI sales tools market will consolidate within 18 months
“So if I were a founder of one of these companies, I'd be very aggressive right now to get myself known and established in the market, because this market will organize, right? We're in the chaos phase of the market, and so from the vendor side, this will organ…”
Jan 31, 2024
Kellogg: Sales reviews must be split into three distinct, specialized calls
“In my world, there's three different types of calls. Let me just define them. I think the There's a forecast call, there's a pipeline scrub, and there's a deal review. Purpose of forecast call is to come up with a forecast. Should be all numbers. One of my sid…”
Jan 31, 2024
Jan 31, 2024 positive
Kellogg: SaaS operators should calculate CAC ratio with new ARR, not net new ARR
“As an operator, I actually just do it on new ARR. My first order CAC is just, it's not net new, because net new introduced churn. You just made my metric more complicated, right? You made it easier to cheat. You took away some of its meaning.”
Jan 31, 2024 positive
Jan 31, 2024
Kellogg: Enterprise sales teams must draw a firm line on discounts
“There's a great metaphor, Harry, which is when do you stop squeezing a wet rag? When the water stops coming out, right? So as long as there's water coming out, I'm going to keep squeezing, and then even then, when the water stops coming out, what do you do? On…”
Jan 31, 2024
Jan 31, 2024 positive
Jan 31, 2024 neutral
Jan 31, 2024 negative
Kellogg: CEOs are negligent if not deeply involved in material quarterly deals
“As a CEO founder, I think you just need to look at the materiality of the deal to the quarter. And like, are you What's the word? But negligence in your duties. Like at some level, if the deal is material of the quarter, you better be in it deep.”
Jan 31, 2024 negative
Kellogg: Expanding across verticals or use cases is high-friction for startups
“The other thing, so I imagine this all as a matrix of vertical versus use case, and every time you're hopping a cell, it's danger, right? Like you know how to sell the custom publishing use case to publishers. Can I sell it to airlines? First, the first one is…”
Jan 31, 2024 neutral
Jan 31, 2024 negative
Kellogg: Deal slips are only excusable due to unforeseen acts of God
“The company got acquired on the last day of the quarter, all purchasing got frozen. Okay! Right? That we couldn't have seen coming, right? But it needs to literally be that level of act of God, right, before It's before it's an excusable reason for a slip.”
Jan 31, 2024
Jan 31, 2024 positive
Jan 31, 2024 negative
Kellogg: SaaS NRR dropped to 105%, driven mainly by increased churn
“And by the way, if you asked, like, the most recent study, I think, said one oh five. The reason I said one oh eight is I just can't make my mouth say one oh five. But I think it may have come down from one 20 to one oh five, to be honest, and I think it's thr…”