The Importance of Inspecting, Understanding, and Self-Selecting in Sales

How did this small town farm kid go on to lead the revenue orgs for Silicon Valley's biggest companies? Mark Cranney credits his success to the lessons he learned growing up: work hard and run things efficiently. Mark shares the playbook he's used to build billions in pipeline through his career as an executive, sales leader and most famously as a partner at Andreessen Horowitz. If you're a founder, there's no better person to learn from than Mark.

Chapters

00:37 Introducing Mark Cranney

04:45 Find Sales Leaders Who Can Perform

07:03 What To Look For In Potential Hires

13:03 Find Courageous People To Join Your Team

17:07 The Sales Playbook - Are You Running It Or Can You Put It Together?

22:51 Putting Together The Revenue Org At SignalFx

25:15 How Mark Uses Company Bootcamps To Build Cohesion

31:47 Getting Everyone To Buy Into the Vision

37:25 Common Mistakes First Time Founders Make With Their Sales Org

48:27 Wrap up and Takeaways

Read 'Hard Thing About Hard Things'

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Brought to you by Pelion Venture Partners