AJ Tennant is the Vice President of Sales & Success at Glean, Glean has more than 20x'd its revenue and 100x'd its user base in the just two and a half years he's been there. Before Glean, AJ had incredible runs at Slack and Facebook. At Slack, AJ helped grow revenue from $6 million to more than $1 billion.
In Today’s Episode with AJ Tennant We Discuss:
1. How to Sell AI Tools in 2024:
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Are we still in the experimental budget phase for AI?
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How does selling AI tools differ to selling traditional SaaS?
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What are enterprises biggest concerns when it comes to adopting AI tools?
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What buzzwords get enterprises most excited in the sales process?
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Will we see a massive churn problem when the first renewal cycle for many of these AI products comes?
2. Outbound, Discounting, Closing:
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Is outbound dead in 2024? What does no one do that everyone should do?
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How does AJ approach discounting? Biggest lessons and advice?
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What can sales teams do to create a sense of urgency in a sales cycle?
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How does AJ do deal reviews and post-mortems? What is the difference between good and bad post-mortems?
3. How to Master Customer Success:
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What are the biggest mistakes founders make today in managing their CS teams?
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Should CS be compensated for upsell? How should the comp structure of CS teams change?
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What can be done to create a good handoff experience for the customer when handing from AE to CS?
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What are the most common ways CS teams break over time?
4. Hiring the Best Sales Teams:
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How does AJ structure the hiring process for all new sales hires?
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What questions does AJ always need to ask when hiring sales reps?
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What are clear signs of outperformers when hiring new reps?
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Does AJ give candidates a take-home assignment? What does he want to see from them?
