Biswas: Founder CEOs have a distinct advantage in enterprise sales
Sanjit Biswas · Sanjit Biswas: Samsara's $18BN Market Cap & $1BN in ARR in 8 Years | E1092 · 20VC with Harry Stebbings · Dec 8, 2023 · at 21:48
Sanjit Biswas is the co-founder and CEO of Samsara. Speaking on 20VC, he explains why technical founders often succeed in enterprise sales despite lacking formal sales training.
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“I do think that there's something deep about founder led sales, which is you have this amazing advantage of you actually know how the things are built, right? You may not actually be The best or most classically trained salesperson in terms of running a perfect sales process and that kind of thing. But you can be in a meeting and navigate in a very dynamic way, which is, oh, tell me more about that. Or is that something that's a big problem or a little problem? Like it's a very sort of interactive conversation. And I actually think that on the other side of the table, the prospect loves that because here they have someone who can solve their problem, perhaps solve more problems for them. And really wants to partner, right? That's something that is very rare that if you're a prospect, you don't get that conversation very often. So I think founder CEOs especially have an advantage there or just founders in general.”
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