Goldberg: Enterprise change agents are often mid-level leaders seeking promotion
Steve Goldberg · Steve Goldberg: Core Questions All CFOs Ask Today When Buying | E1094 · 20VC with Harry Stebbings · Dec 13, 2023 · at 9:54
Steve Goldberg, Chief Revenue Officer at Salesloft, explains the profile and career motivations of internal change agents who push software deals through enterprise companies.
0:00 / 0:14exact quote · 14.8s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“The economic buyer could be the CFO, but the change agent could be a senior director of revenue operations who wants to be a vice president or a senior vice president who wants to make a mark on something because they believe it so much that they're going to drive it through the organization because that's their next promotion.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Steve Goldberg
Goldberg: Traditional Customer Success teams act as support, not strategic drivers
“They're really, a lot of customer success organizations are really a first line for support because they're hanging out with the people. Remember I told you about, they're hanging out with the people that they sold the first product to, and they're just answer…”
Goldberg: RevOps is probably the most valuable role in a company
“I think revenue office is probably the most valuable role in a company.”
Goldberg: Reps misuse MEDDPICC frameworks as simple checkbox exercises
“When you talk about med pick and you talk about medic, a lot of people check boxes there. You can't let them check boxes. You've got to be able to ask the questions like we're talking about right now to ensure that that person really, truly is a champion of ch…”
Goldberg: A champion leaving is not a valid excuse for losing a deal
“No, it's not a good excuse because there's never just like one champion. There's multiple people as part of the process.”