Heather Equibo

VP of Sales · 0 appearances on the record.

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Heather Akuiyibo serves as a Vice President of Sales. She speaks on improving sales organization structure and operational efficiency.

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1 not checkable as stated how the 1 claim stands · each chip opens the sources

1 assertion · 7 disclosures · every statement was checked. The predictions and assertion are the 1 claim: statements the public record can support or contradict. 0 are resolved, and 1 names no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

What they said8 Episodes1

Everything Heather Equibo said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

Disclosure

Databricks Dropped Big Data Experience Requirement for Sales Reps as It Scaled

“I'll give an example of something that has modified over the last couple of years, and that is really around big data selling experience. You know, a couple years ago, you had to already know the ecosystem in order to be good at it, but as we've grown as a com…”

Heather Equibo Jan 11, 2022 ▶ 6:06 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Disclosure

Databricks Scrapes Calendar Data to Track How Account Executives Spend Time

“We use outreach and gong in our tech stack. And then we're also scraping calendar data to make sure that we're really as accountable as we can be to how account executives are spending their time.”

Heather Equibo Jan 11, 2022 ▶ 9:46 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Disclosure

Top Databricks Account Executives Spend 30% of Time With Existing Customers

“And as you can see, it's very disproportionately time spent on new prospects. and that is completely okay with me because for us to grow a hundred percent year over year, we're constantly adding new customers to our account base. 30% with customers, right? We…”

Heather Equibo Jan 11, 2022 ▶ 11:14 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Assertion Not checkable as stated

Databricks' Mid-Market Sales Team Grew 100% Annually for 4.5 Years

“Over the last four and a half years, I've been working on growing our team by a hundred percent year over year.”

Heather Equibo Jan 11, 2022 ▶ 0:10 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Disclosure

Databricks Uses Weighted Scorecards to Benchmark Account Executive Interviews

“What is, I think, special is that we're very data-driven around it, and we own what it is that we're putting into the scorecard... Different people on the panel are given very specific characteristics to dive into and to really understand at a deeper and deepe…”

Heather Equibo Jan 11, 2022 ▶ 4:54 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Disclosure

Databricks Conducts a Deal Review for Every Single Committed Deal

“And we will definitely do a deal review for every deal that has been committed by the account executive. That's them saying this deal is going to come in. So we'll inspect that and make sure that they have the full team behind them.”

Heather Equibo Jan 11, 2022 ▶ 14:55 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Disclosure

Databricks Sales Shifted Focus From Signed Contracts to Platform Consumption

“We're doing a change in our business, moving from focusing on signed contracts to what is going on on the customer's usage of the platform or their consumption.”

Heather Equibo Jan 11, 2022 ▶ 17:17 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Disclosure

Databricks Inspects Pipeline Coverage Weekly and Uses Spiffs to Fix Gaps

“We actually inspect our pipeline coverage ratios every week, and we are working to if we're hitting the target, that's great. If we're above the target, that's a strong indicator that there's going to be over success. And if there's a gap, we often will do a s…”

Heather Equibo Jan 11, 2022 ▶ 21:09 Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales

Played on the show (1)

Episodes where a recording of Heather Equibo was played rather than Heather taking part, or where the tape carries an address with nobody putting questions to them. Listed because the words are on the record, kept out of every score on this page because they were not said on this show. We read this off the tape: who was spoken to, who was asked something, who answered whom.

Episode	Date	On tape	What it is
Proven Leadership Frameworks for a High-Performing Sales Team with Databricks' VP of Sales	Jan 11, 2022	25m	aired address

Heather Equibo

Played on the show (1)

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