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“What has changed and what has sort of broken about most sales organizations today is they're still trying to sell, like they're in control of that process, when the truth is they're not. The buyer is in control of the process, and it's more about buyer enablem…”

“I don't think outbound is dead. I think outbound has just has fundamentally changed in terms of the methods that you need to use to engage prospects. And you have to take like a multi-channel approach to that.”

“One of the deficiencies of a PLG motion is that, you know, value isn't really necessarily rooted in the sales process early on.”

“Frank Slootman sort of championed the idea that he doesn't want to have customer success at any of his companies. But I think what he's really saying is that he wants the sales team to take more responsibility for the success of a customer.”

“So, you know, typically you've got the AE was fifty-fifty you know, 50 base, 50 variable, and the SE in an ideal world is like seventy-thirty. And you want the SE, in my opinion, to have as much skin in the game As possible and be connected to the same number …”

“Ultimately, where I stand today is you get them to demonstrate your product, because You know, and understand the value prop better than anybody. Like you understand the target customer and you just have to do so with the understanding that it's not going to b…”

“I don't think that actually like charisma necessarily corresponds to sales actually. I think that there are a lot of folks that may not have like a traditionally categorized charisma that have this strong sales aptitude because they think about the benefit to …”

“So having somebody that come in with industry credibility and expertise I can train them more easily on the sales side than I can on the industry stuff.”

“I've always followed great people. And that is a good proxy for understanding whether or not the company is going to be successful and is on the right trajectory is the quality of people you're surrounded with.”

“It doesn't matter how fast the company is growing, how great the technology is, how big the total addressable market. If you don't feel like you're learning from the people that you're surrounded with, then you're in the wrong spot.”

“We have to think about scale, and we think about, like, what we do on a weekly basis, how we're engaging with customers, And how we might productize some of those engagements in a way that can be scaled earlier in the process. So it's not us physically getting…”

“I think it's because the process of starting a company, developing a product is, is a very personal journey, right? You're really wrapped up in yourself, how it's going to impact your life, your friends, your family, and how this company is going to change you…”

“And I think when you extend the solutions consultant deeper in the sales process, or even post sales, it ensures customer success.”

“But I would say on average across a wide variety of products, when you get to about like five to seven reps, Because, you know, you're starting your first sales team. You probably, you know, need to hire more capable multifaceted AEs for the first five, but th…”

“Even if both people can do exactly the same thing, there's a lot of value in having just two people on a call because A prospect or customer is going to answer questions differently coming from an SE than they would from an account executive, because they have…”

“It doesn't matter how smart or good of a presenter, Or how technical an SE is. If they can't work with their AE counterparts, they're never going to be successful.”

“Asynchronous video is I think a super effective tactic for developing pipeline and engaging customers earlier in the sales process.”