Pairing traditional sales reps with former consultants drastically improves team execution
Jeanne DeWitt Grosser · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · Nov 30, 2025 · at 1:21:14
Vercel COO Jeanne DeWitt Grosser discusses sales team hiring strategies and the benefits of combining diverse professional skill sets within go-to-market teams.
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“I strongly believe that sales is a skill, and so you want sales people with actual sales experience in your organization, but I think there's value in pairing them with More non-traditional backgrounds. In particular, a consulting or a banking you know, background. Those folks are really good at you know, more quantitative and analytical aspects of sales. So getting into that consultative, you know, part which I think we talked about at the outset. And so I find that when you mix these together the sort of, you know, consultant banker profile realizes Oh, wait a minute. Sales is a skill and I didn't really have it. And so they go learn from, you know, your account executives with that background. And then your AEs learn more about, okay, how do I think about a PNL? How can I talk to a CFO? You know, how do I present a TCO analysis more effectively? And so it just creates a much richer learning environment where people are bouncing ideas off each other.”
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