Salesloft

“I was involved, invested in sales loft pre-revenue, right? We sold for two and a half billion last year.”

“I did pipe drive, talk desk, Algolia, greenhouse, and sales loft all within 12 months.”

“And I did five real unicorns in my first 13 months, right? I did pipe drive, which exited for like 1.25 billion. And then I'll go, it was my second. That's where 2.5 billion will IPO next year. I did talk to us worth ten billion. I did Parklet greenhouse, whic…”

“We were about, you know, fifty million in revenue, and, you know, we got there early on by just being so passionate about what we do. And, but we didn't have a process. We were really great about talking about our product and our functionality, and we were a p…”

“So, so one, it's really that the first line manager needs to own the deal reviews. They need to own the process. My job is to design and architect the whole raw system that people work within.”

“We don't, but that's actually, that's a good idea. We actually don't.”

“And what we do in our interview process, one of the most valuable things, is we do top grades with everybody, and in a top grade, we'll spend two to three hours with you, and we'll have you walk us through your life,”

“The adage of let's go golfing and let's go and hang out on the weekends and go and all those things are just like, not as I think people look at their time. And I think that that's changing a bit in terms of like all the different lunches and, you know, the go…”

“What's really important is that you're not single thread in an account, and you've got your managers and all the different people. I call it selling as a team sport. Our organization, I've never been in an environment where it's, here's, here's your territory.…”

“You got to focus on the how. And you got to stay maniacally focused on the how. And you got to talk about what, how you are delivering for your customers. A lot of companies focus on the what.”

“No, it's not a good excuse because there's never just like one champion. There's multiple people as part of the process.”

“We've changed our whole adoption strategy to outcomes versus adoption, because nobody cares if I come to you and say, here's how many logins you have, here's how many activities you had.”

“So we shifted to a hunter-hunter model. And we shifted our process, and we basically told our account managers, essentially, that everyone's, we had to change the profile of a salesperson, of an AM, to a hunter. And everybody had an interview for their role, a…”

“Don't move until you're ready to move. Some people move too quick, because if I did that too quick, I couldn't give the advice I give to people, because I've lived their roles, I lived in those roles, and I think it's really important that people try to move o…”

“So no, this should never be a flat no, but I care more about what's in the contract than how much they're paying us.”

“Now, if you sell to an enterprise company, like a large enterprise company, they're politicians. You sell to a smaller SMB commercial company, they're operators. And two very different ways to sell to them.”

“Well, one, CEOs should never be RVPs. They should never be the ones that are actually closing deals. That, that's my job. What they, CEOs should give the customer the confidence about our vision and what we are doing as a company.”

“The CFO is the buyer now for every renewal. If you don't, if you're not showing them insights around business value, then you're not going to be renewed.”

“Sales off sold for two and a half billion of cash and about a hundred million in ARR.”

“They are not always expensive, but they are often expensive. So if I look back at our portfolio, Gusto was expensive. Zoom was expensive. Yammer was expensive. A lot of the good ones, Ironclad was expensive. But some of them weren't. Viva wasn't expensive beca…”

“Savior is too strong of a word because most private equity outcomes don't generate incredible returns for the VC. So savior is not the right. It may be savior in the sense that like would get your money back. The sales loft outcome was an awesome one, but that…”

“Which was the biggest outcome that it was the highest multiple ever paid by private equity for a software company. Companies required for 2.3 billion dollars.”

“My last deal sales off December, 20, 21, you know, two and a half billion.”

“They're not going to recommend Marketo for your agent to do marketing automation, ok? In fact, it mocked Marketo outreach and sales loft as tools useless to agents. Ok, this API grid. They said there is no place in the, an agent will never send an email throug…”