Graves: Notion structures sales pipeline stages around seller mindsets
Kim Graves · 20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves · Jun 27, 2025 · at 9:06
Kim Graves is the GTM leader at Notion. She shares how Notion designs its enterprise sales process around seller mindsets like curious investigator.
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“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 negotiation. Stage seven is closed one. Instead of calling it those stages, we actually think about the mindset in each of those stages, because that's what we want our sellers to embody.”
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