Sean Murray
24 statements across 1 episodes · 5 bullish · 8 bearish · 1 people on the record · first statement Jan 24, 2024 by Sean Murray · across every show →
On the record as a speaker too: Sean Murray's record, appearances and statements → this page counts the times other people say the name.
Everything said about Sean Murray, oldest first
Jan 24, 2024
Best Practice Enterprise Sales Compensation Is a 5:1 Quota-to-Pay Ratio
“Best practice is a five to one ratio. So if I'm going to pay someone 200 pounds sterling, I want them to have a million quid as a goal or as a quota, right? So like thinking about what the what that ratio that you're willing to pay now in a startup, you may ha…”
Jan 24, 2024 negative
Companies Fail Candidate Interviews by Asking Repetitive Questions
“What companies fuck up so often is that let's say there are three or four people that interview that candidate. They all ask the same damn questions. So you're not getting enough data from that candidate in the short time allowance that you do have.”
Jan 24, 2024
Jan 24, 2024 negative
Enterprise Sellers Asking Basic Discovery Questions Will Fail
“If you are a seller today and you engage a potential buyer and you're wasting your time asking about what fucking CRM that they use or where they're located or who they do business with or how they make money, you're fucked. You just don't even call.”
Jan 24, 2024 negative
Belittling Competitors in Sales Rarely Works
“What I will say about with the competition and selling against your competition is when I'm directly the seller is to not belittle or throw mud at my competitors. It rarely works. If you roll around the pig, if you roll around in the mud with pigs, you just ge…”
Jan 24, 2024 bearish
Greenhouse Caps Enterprise Sales Outreach at Companies Under 10,000 Employees
“A greenhouse where, where I'm building now, I'd really cap it. At 10,000 employees that I try not to pursue much more above that is mostly because it just gets so difficult above that threshold. And I don't think the big money really isn't with those companies…”
Jan 24, 2024 negative
Enterprise Software Renewals Are Harder Than Ever
“Renewals are, I do agree. Renewals are harder than they've been in the past and what creates these renewals to be more difficult. There is a lack of consensus. There's dysfunctional consensus when new personas enter that renewal process. I do agree with the se…”
Jan 24, 2024 negative
Jan 24, 2024 positive
Jan 24, 2024 positive
Jan 24, 2024
Jan 24, 2024 bearish
Jan 24, 2024
Jan 24, 2024 negative
Traditional Sales Discovery Is Dead and Replaced by Teaching Buyers
“Discovery as we know it is fucked, right? And what, when discovery, I took out the word discovery from the sales process and I inserted the word teaching. And words matter turns out. And what I would prefer my organization, what they do when they engage with a…”
Jan 24, 2024
Brand Credibility, PMF, and Financial Trust Block Enterprise Software Scaling
“The three biggest hurdles in taking that holy grail of moving up into the enterprise, those massive ACBs, the sexy LTV to CAC, those sexy logos that you talk about, but the hardest problems. First, the credibility. No one knows who you are, especially in the e…”
Jan 24, 2024 positive
Jan 24, 2024
Enterprise Price Cuts Should Be Trades for Marketing Value
“It's flexibility in negotiating terms. It's not necessarily just discounting the drop of your price, but go get something different. So as an example, if my price is a hundred K, I will do this deal for 60. And then Harry, what I expect from you is a story abo…”
Jan 24, 2024
Jan 24, 2024
Jan 24, 2024 positive
Jan 24, 2024
Sales Friction Occurs Most With Product and Marketing
“Sadly it's product and marketing because salespeople they want a product that's applicable for everyone, right? So they complain about the product, which is wrong. And the second reason why sales wrong is on marketing. They want a fat pipeline of buyers that a…”
Jan 24, 2024 positive
Murray Uses a Single National Pay Scale Based on High-Cost Cities
“The second lesson I've learned is I've moved to a national pay structure, right? So if I live in London if I live in New York City, if I live in Cleveland, Ohio. It's still the same job, right? You're still performing the same tasks. So that transparent standa…”
Jan 24, 2024