Robert Lopez
person on 1 show · 9 statements across 1 episodes
On the record as a speaker too: Robert Lopez across every show, appearances and statements → this page counts the times other people say the name.
9 statements about Robert Lopez, every show
Lopez: Sales pipeline stages must be binary customer actions, not rep opinions
“I think that, I mean, one of the things that I think a lot of companies fail at is like, they have their, like, they build their stages and their stages are kind of like rep dependent. So it's like, oh, like a rep says, oh, I'm interested the next stage. It's …”
Lopez: Justworks expanded geographically only after achieving market-level profitability
“And then we would start looking at geo and we would have these like markets that once they became profitable, Then we would go to our next market, right? And so we would look at it at a market by market profitability level, and that's how we would double down.”
Lopez: Push back on fictitious rep-driven models from first-time CFOs
“It's like the fictitious rep driven financial model that first time CFO like builds. I was like, oh, if you hire 50 reps, like you're gonna be good. And that's where you need to push back. Right. And it's like, how do you build like a bottoms up driven model, …”
Lopez: Justworks pays tenured sales reps a percentage of their customer book
“And so we implemented these mechanisms where as a wrap, you can, after certain tenure thresholds, you can start making a percentage on your book, net of expansion, net of turn.”
Lopez: The best RevOps hires are analytical former sales reps
“Some of the best folks are people who maybe sat in a seat and they were a rep. Right. But they have an analytical mind and like maybe they, you know, studied economics or math or something like that.”
Lopez: Hired sales ops specialist as fourth team member
“I hired my first three reps and like the fourth hire I made was a sales ops person.”
Lopez: SEM and SEO only work today for high-value products
“And the SEM SEO game is like become so expensive to make it, unless you have a really high value product and you can spend the amount of money.”
Lopez: Channel strategy requires a multi-year investment to see returns
“The challenge of channel is it takes a really long time to pay off. And so it's like a multi-year investment and, but it's just something that's like tough to see the return early on.”