This episode carries Tom Clayton's own address, with nobody on the show putting
questions to them. It still counts as said, and it is kept out of every score on their page.
Bill.com CRO Tom Clayton advises founders on executive talent strategy during company hypergrowth.
“Don't hire someone like me who's been a CRO several times and, or along the journey. Hire someone that's like that VP of sales that's like skyrocketed through their career.”
quote is from the automated transcript, cleaned for reading:
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More from Tom Clayton
Insight
SaaS startups under $100M fail with VARs due to low market pull
“I think the reason most are burned by them is just because they try to go after them too early. They're like little kids on a soccer field. They go where the ball is, and if you're just starting out or you're sub hundred million dollars, you're not the ball ye…”
Tom ClaytonMar 8, 2022▶ 12:11The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
Insight
Clayton: M&A before $100M in revenue is just a distraction
“Before a hundred million, it's just a distraction.”
Tom ClaytonMar 8, 2022▶ 23:36The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
Insight
At massive scale, Salesforce employee quality maps to society's average
“Don't look at just like certain companies and certain brands and say, I want someone from Salesforce, right? Because Salesforce has how many employees now? At that scale, you start mapping to the average of society.”
Tom ClaytonMar 8, 2022▶ 31:02The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
Insight
Clayton: Addiction to employee referrals makes recruiters lazy and teams homogeneous
“They're also, like, crack. They get really addicting, and you don't want to get addicted to it because, What happens is then you start forgetting how to hunt and feed for yourself. Your recruiting team is more focused on the referral channel than scouring Link…”
Tom ClaytonMar 8, 2022▶ 32:21The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
Insight
Above-the-line marketing is an ego-feeding distraction for B2B startups
“Above the line marketing, not so much. Don't worry about it. It's a distraction and it just feeds egos.”
Tom ClaytonMar 8, 2022▶ 36:07The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
Insight
Clayton: Companies hit diminishing sales channel returns around $100M revenue
“Usually at zero to a hundred million dollars, you might have a couple of sales motions, maybe a couple, a few marketing channels. It's much simpler. You focus, but then after sometimes, sometime around a hundred million dollars, you tend to Start hitting dimin…”
Tom ClaytonMar 8, 2022▶ 0:22The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
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