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Jeanne DeWitt Grosser

19 statements across 2 episodes · 4 bullish · 2 bearish · 1 people on the record · first statement Mar 9, 2022 by Jeanne DeWitt Grosser · across every show →

On the record as a speaker too: Jeanne DeWitt Grosser's record, appearances and statements → this page counts the times other people say the name.

Everything said about Jeanne DeWitt Grosser, oldest first

Mar 9, 2022
Insight
Grosser: Founders must diagnose root causes before replacing underperforming sales heads
“And then the sales team needs to run a diagnostic, you have to get to root cause analysis. I would think that in general, coming out of that, you're going to uncover places in your sales process that are not well tuned that you can fix. And the sales team is a…”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 30:21 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022 negative
Opinion
Grosser: Modern sales compensation structures are outdated 20-year-old relics
“I just think a lot of it is still a relic of how sales worked 20 years ago, and I think there's, like, a huge opportunity to be more innovative in the metrics, in the integration of cash and equity.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 35:20 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Insight
Grosser: Product managers pitch effectively because they own the product vision
“Products should be pretty darn good at pitching as well. It has a stronger point of view often on the vision because it's in their head.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 22:49 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Insight
Grosser: Detect candidate exaggeration by probing execution details with how and why
“And so typically, you get at that by increasingly following up Asking why, asking how, and seeing if they can click down into the details, or if they stay at 30,000 feet, very buzzwordy, etc.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 13:58 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022 positive
Insight
Grosser: Great sales reps systematically understand the math behind their pipeline
“So a great rep typically would come to me in a one-on-one and say, you know, Jean, my target is X. I'm going to need to close 20 deals to hit that. You know, here are, at this point, the ones that I think are likely to help me get to that number. Here are the …”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 21:22 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Disclosure
Stripe requires leadership gating before pulling product managers into sales calls
“You know, we're thoughtful around having some level of gating so that, you know, whether it's me or another leader is, is deciding when we're pulling product in.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 22:37 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022 negative
Disclosure
Grosser: Stripe's internal tooling and systems haven't scaled with sales headcount
“Honestly, like, we're hyper growth, and I think our, the underlying tool systems operations haven't scaled as quickly as we've Scaled salespeople. Data, rigor, velocity, those all hold us back.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 35:39 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Disclosure
Stripe evaluates sales candidates using day-one homework assignments
“That's one of the things we've also done at Stripe, right, is you have a homework assignment, something that's very reflective of what you're going to ask that person to do on day one when they show up. And it's a good way to test whether or not they're going …”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 10:52 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022 positive
Disclosure
Stripe runs mid-cycle deal premortems to proactively address sales risks
“One of the things actually we do is like deal premortems, and we actually call it that, where before you've lost the thing, you know, your mid-cycle, you actually go through a review to think through all the ways in which you could lose this so that you can pr…”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 26:24 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022 positive
Opinion
Grosser: AWS built a best-in-class data-driven sales process for consumption models
“Our CRO comes from AWS, and I do think that they've been very thoughtful in having a data-driven, you know, well-architected sales process in a consumption-based world”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 35:58 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Insight
Grosser: In consumption models, sales are not completed upon contract signing
“So this is like the key challenge, particularly as companies move more and more to consumption based models, the sale is really not done when you sign a contract. Actually at Stripe, we just call it deal signed because that's all it is. We got a piece of paper…”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 23:38 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Insight
Grosser: Early startups should hire nerdy, product-oriented sales reps
“One, you've got to have a product oriented salesperson. So somebody who's going to get deep in your product, geek out on it, can articulate the vision and the product capabilities in line with how a founder would. Which is very different than hiring somebody w…”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 8:35 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Insight
Grosser: Startups should hire two to three initial reps to validate patterns
“You know, it's hard to trust a single individual's point of view on what the pattern is. And so I do think you're going to want two to three folks to sort of corroborate that pattern as being, you know, true versus sort of a single individual's point of view, …”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 7:37 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022 positive
Insight
Grosser: Top sales reps leverage internal resources rather than executing in isolation
“I always get nervous about sales reps who think they've got it all sorted out, and want to keep you at arm's length, because the best ones typically know where they can leverage other people in the org, and really want to do that.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 21:47 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Disclosure
Stripe evaluates customer deployment capability during the technical validation stage
“And so we really pull those things forward into the technical validation stage. To make sure somebody can actually deploy.”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 24:24 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Disclosure
Dialpad evaluated sales candidates with half-day office immersions and live chats
“When I was at Dialpad, one of the things we actually did was we brought folks in to the office. It's hard to do it in COVID, but like into the office for like a half day. And we actually just like let them, you know, sit beside our salespeople, stuck them on c…”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 10:21 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Mar 9, 2022
Insight
Grosser: Great sales reps can run effective calls without deep product knowledge
“A savvy salesperson can talk to somebody actually knowing very little about the product they're selling because what great salespeople do is ask good questions. And so if you can teach folks what questions to ask out of the gates, they actually can run calls p…”
Jeanne DeWitt Grosser Mar 9, 2022 ▶ 17:06 20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
Jul 27, 2022
Insight
Grosser: Early startups should hire individual sellers before a Head of Sales
“I think you don't have to get your head of sales in at that moment. You know, you want to get probably a seller who's done it before, who has some amount, you know, enough experience that they can sort of be self-driven on this But I think it's hard sometimes …”
Jeanne DeWitt Grosser Jul 27, 2022 ▶ 26:52 20VC: The Memo: What is a Sales Playbook? Does the Founder Need to Create It? Should the First Sales Hire Be a Leader or a Rep?
Jul 27, 2022
Opinion
Grosser: Founders wait too long to hire dedicated sales reps
“Sales is a skill, just like writing code is a skill. And so they often, I think, maybe hang on to that role as the initial salesperson, maybe a little bit too long before thinking about perhaps I want to bring in somebody who has good sales skills in this area…”
Jeanne DeWitt Grosser Jul 27, 2022 ▶ 26:10 20VC: The Memo: What is a Sales Playbook? Does the Founder Need to Create It? Should the First Sales Hire Be a Leader or a Rep?
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