Becca Lindquist
person on 1 show · 21 statements across 1 episodes
On the record as a speaker too: Becca Lindquist across every show, appearances and statements → this page counts the times other people say the name.
21 statements about Becca Lindquist, every show
Lindquist: Enterprise sales reps are unjustified for deals under $20k ACV
“Anything below 20 K, I'm like, why do you have a rep?”
Lindquist: Relationship-based selling relying on personal Rolodexes is dead
“The relationship type of sale of like, well, I know all these people. I have this Rolodex. That's gone. Because I think today the buying cycle, the buying committee is not just one person.”
Lindquist: Typing will become obsolete as professionals switch to voice AI
“He'd said the other day, he was like, no one's gonna type anymore. Like, if you're typing, you're behind. Like, you should be talking to your technology. And I was like, that's a weird way to think about it. It's like a very futuristic Jetsons way to think abo…”
Lindquist: Promoting internal SDRs into AE roles de-risks hiring
“It's really, it's completely de-risked if you have an SDR that you're promoting. Those are the best people.”
Lindquist: Outbound sales will never be dead
“Outbound will never be dead. You can't reach every single company and every single buyer with whatever marketing you're doing.”
Lindquist: End-of-quarter discounting fails as buyers know discounts linger
“I think everybody knows at this point that if I'm giving you a discount on, you know, the last day of the quarter, it's you're probably gonna be able to get that same discount on the first day of the next quarter.”
Lindquist: Sales reps should be comped on net dollars to protect unit economics
“My favorite model is you sell the deal, you're renewing the deal, you're comped on net dollars. So what that does is that incentivizes the rep to have, to sell a good deal, right? And protect your unit economics.”
Lindquist: Frontline sales leaders' biggest forecasting mistake is avoiding deal details
“I think at the front line, not being in the details, not being in the deals with the rep.”
Lindquist: A real sales champion must satisfy three strict criteria
“It's, they're selling for you when you're not in the room, they have access and influence over the EB, and they have a personal win.”
Lindquist: Databricks breached Snowflake accounts by taking small initial footholds
“You see, I saw this with Snowflake and Databricks, right? Snowflake would own everything, and then Databricks would get one small foothold somewhere, and suddenly now they're fighting over the same workloads, and someone's going to win that.”
Lindquist: PLG reps must expand internally to lock out enterprise competitors
“And that's actually how I think PLG businesses do really, really well, right? Someone comes in, they, you know, they're dabbling in the product, right? And you as a seller, you're like, I'm going to go market that internally at that account to all of the other…”
Lindquist: Heap's early sales comp paid 25% to 33% commission after base payback
“We had a compensation plan that was dead simple. It was, we had a base salary, and like, I don't know, this was like, 2015 San Francisco, I think our base salary was like 60 K, right? It was pretty low. I guess by most standards. And then every deal that we cl…”
Lindquist: Discount startup equity offers based on proven liquidity track record
“I actually just tell people, I'm like, what have they done Not what they say. What have they done that's shown that they're going to provide liquidity on that equity? And just apply a coefficient to that. If they give you a million dollars of equity, but they …”
Lindquist: Clay had near-200% NDR and zero churn when she joined
“And like the metrics that I got, I think I can share like, They're like, we haven't churned a customer. Our NDR is close to 200%.”
Lindquist biases toward hiring former college athletes for sales roles
“And like, obviously I bias towards having college athletes because they've learned how to work hard. All you gotta do is teach them how to work smart. If you teach them how to work smart, it's really tough to teach someone how to work hard.”
Lindquist: Sales IC mishires can be spotted within three weeks
“Do you know for an IC, like, within probably three weeks, right?”
Becca Lindquist: Taking a CRO Title Below $50M ARR Is Short-Sighted
“If you're joining a sub-fifty million dollar company and you're the CRO, I'm like, that's, that feels, my opinion feels like an ego play. And it feels like you are a little bit short-sighted because eventually you're going to stumble, and then what are they go…”
Lindquist: Defensiveness during interview feedback is the ultimate hiring red flag
“If someone's really defensive, that's actually the biggest red flag.”
Lindquist: High candidate learning slope matters more than domain expertise
“As you get to rep, you know, 100, domain expertise becomes a little bit less important, but the high slope is, is the most important thing.”
Lindquist: Recruiters should discount LinkedIn recommendations when evaluating candidates
“I always like, here are some of the other tips, like you discount recommendations, right? Like I don't give a shit about how many recommendations I have, but some people do. And I just discount that, right?”
Lindquist: Staying past seven years at one company makes adaptation difficult
“I think it's probably like seven years, six to seven years. After that, if you've been in a company for eight, nine, 10 years, it's like, The company is kind of built around you probably, and you, you've built so much of it to, like I don't know the best way t…”