Kim Graves
15 statements across 1 episodes · 6 bullish · 3 bearish · 1 people on the record · first statement Jun 27, 2025 by Kim Graves · across every show →
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Everything said about Kim Graves, oldest first
Jun 27, 2025
Kim Graves: Pitching cost savings closes enterprise sales faster than pitching innovation
“The easier one, I would say, is saving money, because that is cut and dry, but the long-term one, and where we want our customer success to really help them see the value, because otherwise, the risk is another competitor is going to come along and do the exac…”
Jun 27, 2025 positive
Graves: Sales Reps Should Manage Pipeline Like an Investment Portfolio
“If you have a diversified portfolio, similar to financial advising, like you don't want to just focus on the highest risk stock. Like you want to make sure you have a diversified portfolio. Portfolio. I bring that mentality into sales to think about, okay, in …”
Jun 27, 2025 bearish
Graves: AI sellers remain far from replacing enterprise sales reps
“I will say, I believe it would work if it's a very transactional product. Like, if you're like, hey, we're a conference, and we are selling conference booths, this is the price. I think, like, an AI Seller can actually probably sell that quite well, but when y…”
Jun 27, 2025
Jun 27, 2025 positive
Jun 27, 2025
Graves: Reps facing price pushback should ask questions, not defend price
“And instead of going into defending your product and why the price is the price, go back into question asking. Go into like, okay, tell me more. Why do you think it's expensive? What do you think is the right price to pay? And then just treat it as that conver…”
Jun 27, 2025
Jun 27, 2025 positive
Jun 27, 2025 positive
Graves: Notion structures sales pipeline stages around seller mindsets
“That's actually something that we've brought into our sales process here at Notion. So when you're building a sales process, it's very typical to think about the stages of the deal. Stage one, qualify the deal. Stage two, do discovery. Stage five is negotiatio…”
Jun 27, 2025 negative
Kim Graves: Fortune 100 executives cannot be reached via PLG motions
“Executives of fortune, 100 companies aren't typically tinkering with the latest technology. They're focusing on their business priorities. They're focusing on How to drive the business forward. And you don't get in front of those people with a product led moti…”
Jun 27, 2025
Jun 27, 2025 bullish
Kim Graves: Cold calling is the most underrated outbound sales channel
“Because I see it working and people don't do it. Cold calling is hard. It's way easier to send an email and get a rejection. That's easy. When you cold call someone and you get a rejection, that hurts. And so when you think about the other sellers around you i…”
Jun 27, 2025 neutral
Kim Graves: Establishing successful outbound sales messaging takes a full year
“It typically takes like a year to figure out, Who are the accounts that we're outbounding? Who within those accounts care about what we're selling? What is the messaging that is going to compel them to book a meeting with us?”
Jun 27, 2025 negative