Dan Fougere is one of the most successful sales leaders of the last decade. Most recently, Dan was Chief Revenue Officer for Datadog, growing revenues from $60 million to $1BN ARR. Before Datadog, Dan was Head of Global Sales at Medallia where he created the Mediallia sales playbook. In addition, Dan is also a minority owner of the New York Yankees.
In Today’s Episode with Dan Fougere:
1. Lessons Scaling Sales to $1BN in ARR at Datadog:
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What did Datadog not do that Dan wishes they had of done?
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What did they not do that Dan wishes they had done?
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What does Dan know about scaling sales to $1BN in ARR that he wishes he had known at the beginning?
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What stage of the scaling process was hardest? Why?
2. How to Hire the Best Sales Team:
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What are the top signals of the best sales candidates?
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How does Dan structure the interview process for new candidates?
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How does Dan use tasks and take-home assignments to test candidates?
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What does Dan think of hiring panels?
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What are the biggest hiring mistakes Dan has made? What did he learn?
3. Discounting, Logos and Deal Reviews:
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Is discounting always wrong? How should sales leaders use it?
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How important is the quality of logo in the early days vs revenue in the door?
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What is the right way to structure deal reviews? What makes good vs great?
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Is outbound dead in 2024? Advice to founders on outbound?
