Salesforce

“In sales calls, like particularly in an initial sales call with a client. And what you'll hear is things like the customer comes on, your sales rep comes on and your sales reps like doing a great job pitching the product. Like, oh, we got this thing and it doe…”

“I think majority of B to B software I've seen, you've seen, we've used even some more complicated ones. Like Salesforce used to be this example of like sales motion, right? They are the pioneer of SAS and they do this so well, but they begin to add, look into …”

“If your sales team is very heavily embedded in the Salesforce, don't try to have them switch to a different solution. It's just not gonna work. You need to try to figure out how to embed what you need, the data in the Salesforce, not get them to use some other…”

“This structure really is about defining a movement. And that's very different from, hey, I'm going to solve your problem.”

“If you're running a new CRM startup, you can run circles around 98% of the sales reps at Salesforce or HubSpot, right? They have the brand, they have the partners, they have the integrations, but they cannot answer the questions you can answer.”

“The reason, one of the reasons we have 14 day trials on the internet is in the old days, the Salesforce sales team, when they were S and B focused one to close deals that month. So they forced Salesforce to move from 30 to 40 days. There was no evidence it was…”

“Great companies have a small list of golden rituals, and they have three tests. And he quickly rattled them off. Number one, they're named. Number two, every employee knows them by their first Friday. And number three, they're templated. And he quickly gave hi…”

“Within three months, Fidelity, Salesforce, and LinkedIn had bought our biggest product just because I learned how to explain it to a different customer.”

“This week at Salesforce, we'll probably do about two trillion AI transactions, you know, with our, you know, total now Einstein and AgentForce platforms.”

“I just shipped the product into all 135,000 Salesforce customers. So it's their nascent and they need to flick it on.”

“And the message is really in the medium here, which is that I am looking to try to find the winning tactic and turn it into a winning strategy. I don't know actually which one of those things is gonna be the most important thing in launching this product. So I…”

“I'm even expanding my distribution organization. I'm trying to hire an additional one to 2000 account executives just to focus on AgentForce.”

“I actually never look at the stock. I find the stock to be very distracting and I encourage my employees also don't look at the stock because, you know, the stock is just a reflection.”

“I'm doing a huge amount of AI work for them and agent force work.”

“We hired a bunch of actors, and they were doing this event in San Francisco, and, you know, San Francisco is very woke, so, you know, nobody, you know, people expect a protest, a good protest. So we had, got some picket signs at Home Depot and made some signs,…”

“We've, you know, cut our human escalation from our support infrastructure down by 50%. We're resolving 83% of all of our inquiries. Robotically, it's incredible.”

“Oh, he hated those. He hated SaaS and he hated that I was doing enterprise software. He's trying to talk me out of being an enterprise software executive.”

“And I'm running aggressive marketing against Microsoft because they have really a terrible product co-pilot that I'm have to position against and market against.”

“If you're the only one and no one else is working on it, you've got a problem, actually. So, you don't want to be the only one. You want to be in a market. You don't want to be one company offering a solution and the only one. You want to be in a competitive m…”

“One of those things that we did two years ago was we had to architect a layoff, and we had never done a scaled layoff before. We had to lay off 10% of the company to save the company”

“Well, I can tell you about like my own company and what I'm telling my own employees, which is that, yeah, we're gonna have to rebalance some of our workforce because you can see it in the numbers I just gave you, which is we need less support engineers becaus…”

“We are too complicated. I agree.”

“Launched AppExchange in like, 2005 or 2006, and we didn't call it AppStore because when we tested the AppStore name and focus groups, customers were like, this is not an AppStore, this is an AppExchange, we're all going to exchange apps and capabilities.”

“The most likely outcome is that the currently dominant companies are going to get more dominant. But I don't think this idea that it would just cause a spring up of a whole bunch of new, new apps that will more easily challenge the incumbents makes any particu…”

“The real thing, which is staring everybody in the face, is it's all about the business rules. Like, that is what drives the lock-in.”

“An example might be Salesforce where no one wants to, they've spent years and they've done all the implementation and trained everyone on it. And it's kind of the standard. Everybody hates it, but ripping it out and switching is such a pain in the ass that the…”

“I mean, you know, the enterprise leaders are hiring more field sales people than ever. Salesforce is hiring more than ever.”

“And Mark's got 2000 folks doing this at Salesforce now.”

“If you're a startup or even Salesforce or HubSpot, maybe, maybe close those deals in the next 12 months. Cause the window may close where people say, listen, that's the coolest agent I've ever seen. I'm exhausted from the last five. I had to do five last year.…”

“There's a bit of a Renaissance for Salesforce as a CRM. There's a bunch of reasons, even though it's old, right? It's founded in the nineties. It has become the hub for these AI GTM agents. They all plug in. So Salesforce has become the database for all these.”

“We just took Asian force just on those. Okay. And we trained it on very similar prompt. It had a 70% response rate.”

“Like we hired so many people from Salesforce and Google, Microsoft, like a hundred percent, you know, attrition rate on all those folks.”

“We started as a marketing software company and we pivoted, we had Salesforce kind of came into our market and we pivoted into CRM.”