The Ledger, every show

“Why would I care, as an example, about somebody's win-loss reports when your sales force sucks? I'm trying to change your sales force. Why would I look at the win-loss reports when people really don't know why they won and certainly don't know why they lost?”

“Dave is very intimidating to a lot of people, really intimidating... Brian can get probably more information out of you, whereas I think that some people, if they're intimidated by Dave, they don't give him the information that he should get as a CEO”

“You should have got ahead of it, and I would say, take your time and hire only eight people. Otherwise, it's gonna come and get you at a certain point, where again, you created a bad culture”

“You can't sell, every product can't be sold through PLG. One's had a really complex and need, like, multiple stakeholders from multiple departments to buy into.”

“It should. It should still hold true, no different than, like, I think about a sports team. Sports team has a playbook, and the players have to know the playbook, so they have to have the knowledge, and then they have to have the skill set to execute the play,…”

“You don't have a champion, and you're not getting the deal. Because if you really, truly have been in that account for six months, and you truly had a champion, and you think you're gonna get a half a million dollar deal, you already probably met the economic …”

“Whoever locks down the decision criteria is going to lock down the deal.”

“Every time I show up, something new is getting inserted into the decision criteria. The people I'm talking to didn't do it, so that means the competition is doing it.”

“You might discount at 11 59 in the quarter to get a deal across the line, but it's a deal you're gonna get anyway.”

“I would much rather have the athlete over the domain person. Every time.”

“I've done everything I can not to miss numbers, so I can't really remember, like, the last time, like, I missed a number... I can't remember when I missed a number, we missed a number, like, after nine years at PTC, we missed a number after we did the acquisit…”

“I don't think that the art of the sale has really changed much, because there's an art to it, and then there's a science to it. So the art hasn't really changed, because you're dealing with people, and that can be, you know, dependent upon your style, and how,…”

“I think what's probably changed a lot, and has become a lot more formal, is the discipline around the sales process. That I think has changed, become a lot more regimented. People have really figured out, you know, what is the sales process for my product, and…”

“And now we were on annual subscriptions, so now I basically have like six to nine months, if you're not getting value out of my software, to go ahead and fix your problem, make sure that you get value out of it, otherwise you're not gonna renew and you're gonn…”

“Now we've moved to, not so much the PLG world, but really to consumption software. So now, basically I might have a week. You might turn it on with PLG, you might turn it on because I gave you the ability to download it, and you start to consume, and now maybe…”

“It does change it, because you're probably going to get, originally you're going to get much smaller deal sizes, and then you have to count on going back and getting the renewal and a much bigger upsell. And that's why net dollar retention's become such a crit…”

“If you don't implicate pain, you can't drive urgency. You can't make it, you can't create it has to come from the customer telling you that.”

“You have to lock down that decision criteria. If you don't do that, you're not going to win, and you can only lock it down with a champion.”

“I mean, the greatest salesperson that I've ever seen in my life, that's Carlo Carpinelli, who was out of Italy.”

“Go on more sales calls yourself. Go try to sell some software yourself. You should have the answers. You shouldn't be asking your sales reps. Why are you asking your sales reps? They should be asking you. You gotta flip the round. You gotta go make more sales …”

“One, if you did not prepare and you failed the test, it tells me really two things. One, Harry hasn't really taken the time. He told me he was enthusiastic about joining the company, but Harry hasn't taken the time to really understand this material. That's nu…”

“They're not all money motivated, and you can't make the mistake that they all are. You have to sit down and understand what motivates someone. So if you drive into an account with them, used to call it windshield time. You don't look at your phone And check yo…”

“Snowflake, I was there two years before they had a product. So I was there very early.”

“Eight to 10 years, you have to let somebody else do this.”