Matt Rosenberg
14 statements across 1 episodes · 5 bullish · 4 bearish · 1 people on the record · first statement Oct 4, 2023 by Matt Rosenberg · across every show →
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Oct 4, 2023
Matt Rosenberg: Grammarly's CEO recruited me via a cold email
“I actually came to Grammarly in the most unusual ways. I got a email, a cold email from the CEO of Grammarly, and the CEO of Grammarly reached out to me with a very precise message. His interest in talking to me Because of a number of different reasons based o…”
Oct 4, 2023
Rosenberg: Startup founders are too close to product to build sales playbooks
“They have superpowers in lots of areas, but my point of view is building a playbook ain't one of them. And let me explain. I think you need a level or a layer of abstraction to be great at building a playbook. Now founders are so close to their business. They'…”
Oct 4, 2023 positive
Matt Rosenberg: Sales deals are won or lost during customer discovery
“It always comes down to discovery and deals are won and lost. In discovery, right? I mean, it's just, it's very simple. You win a deal in discovery, or you lose your deal in discovery. Now, you may not realize you lost it, because bad discovery leads to very l…”
Oct 4, 2023 positive
Rosenberg: A startup's second sales hire must be in sales operations
“This is why I would say the second most important hire is get a great, great sales operations lead to partner with that person. Everyone always neglects sales ops. The sales ops is sitting in the background, figuring out the process, the motion, the stages. Th…”
Oct 4, 2023 negative
Rosenberg: Never hire early sales leaders with big tech pedigree
“Harry, don't hire anybody from Google. Okay. Don't hire anybody that says on their LinkedIn, ex Google, ex Amazon, ex Facebook. Okay. When they put that on their LinkedIn, they're associating themselves with the success of the business. And it is almost imposs…”
Oct 4, 2023 negative
Rosenberg: Early-stage startup products never sell themselves despite founder claims
“And as much as the founder who sells you into the job says, there's product market fit, we figured it out, it's gonna be glorious, all you have to do is work, walk into the market and it'll sell itself. Well, it never does. It just never does.”
Oct 4, 2023
Oct 4, 2023 negative
Rosenberg: Custom 20% of a Sales Playbook Determines Success
“There's 80% of commonality. It's that 20% that actually is the difference between winning and losing, and that 20% of the playbook that you really have to build only once you get there, and you understand the business deeply, and you understand the process, th…”
Oct 4, 2023 negative
Rosenberg: Software sales discounts over 10 percent signal underlying pricing issues
“A discount is a concession, so you could start from a place of any discount you want to contain, because you really shouldn't discount your product if you're solving Customer issues and you're pricing it appropriately. But I would say like, you know, 10 to 15%…”
Oct 4, 2023 positive
Rosenberg: Early Startups Should Hire Sales Leaders Before Junior Reps
“I think you should be a sales leader. I really do. I mean, I think that the junior rep has a lot of success because they're figuring it out. They're the first one on the ground. And so you want to invest behind that person. The reality is you're trying to buil…”
Oct 4, 2023 positive
Rosenberg: Hire ex-bankers or ex-consultants as your first sales leaders
“What you're looking for when hiring that sales executive is something very different. The first sales executive. And here's my point of view. You want to hire. An ex banker, an ex-consultant, an ex-lawyer. You don't even necessarily want to hire an ex-sales le…”
Oct 4, 2023
Matt Rosenberg: Sales is translation between buyer language and product strategy
“The challenge of sales is translation, right? You have to translate what you do in a way that the buyer can hear it. And you need to take the buyer's language and translate it back to the company in a way that company could hear it. That translation is what's …”
Oct 4, 2023
Rosenberg: Early sales hires should collaborate rather than compete
“Not with your first two sales hires, not that early. You want collaboration, not competition. You want people to be able to experiment with each other and say, I asked this is the response I get, what do you think? This worked for me, does it work for you? You…”
Oct 4, 2023 positive
Rosenberg: Asking payoff questions reduces discounting and speeds deal closing
“That's the question that's always missed by salespeople. They're just so happy to hear something that they think they can sell against. That they move too fast. Slow it down and ask that payoff question, because if you truly understand what the value is of sol…”