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The Ledger, every show

Every statement that passed quotation and attribution checks, across all 44 shows. Pick shows below, then mix any filter with any other.

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IN DEPTH Disclosure
Jay: Asana started a pilot three-person enterprise sales team from day one
“And so when I started from day one, I launched, even though my focus was building out the online sales side, I always had a pilot enterprise team. It was just three people in the beginning. And I basically took the three more sophisticated members of the team …”
Oliver Jay Jan 4, 2024 ▶ 41:11 The new PLG playbook | Arming the next generation of product-led companies | Oliver Jay (Asana)
IN DEPTH Disclosure
Jay: Asana organized sales teams into seed, land, and expand motions
“So we ended up splitting a team into seed, land, and expand. Seed is very straightforward, that's the self-service and the online sales component. Land and expand, the way I would think about it was accounts that we were trying to go after, the universe of acc…”
Oliver Jay Jan 4, 2024 ▶ 48:55 The new PLG playbook | Arming the next generation of product-led companies | Oliver Jay (Asana)
20VC Disclosure
Asana adopted Toyota's Five Whys process for lost sales post-mortems
“At Asana, we had a practice called Five Whys, it was adopted from Toyota, that I think is very effective.”
Oliver Jay May 25, 2022 ▶ 46:15 Oliver Jay: How To Create and Execute a World-Class Sales Playbook | 20VC #889 · 20VC with Harry Stebbings
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