The Significance of Early Solutions Engineers in Sales Strategy

 What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call?

You'd think I'm crazy.

Chris Merritt (Founding CRO, Cloudflare) built a sales team that's a peer to its very technical buyer, whose first and only objective is to answer the buyer's questions.

He actually looked at the company's blog as inspiration on the type of salespeople he would hire and the type of sales culture he will build.

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The Science of Scaling is a HubSpot Media podcast // ⁠Learn more about HubSpot for Startups⁠ // Produced by Matthew Brown