Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company's reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.
Discussed in this Episode:
- The differences between selling in APAC and North America markets
- The evolving role of partnerships and channels in software sales
- Strategies for effective annual revenue planning
- The impact of AI on sales processes and team structures
- The future of SaaS pricing models and their implications for sales organizations
Highlights:
(3:29) Differences between selling in APAC and North America.
(9:10) The importance of understanding your ICP in partnerships.
(15:07) Advice on avoiding job-hopping early in your career.
(19:59) The impact of AI on sales team structures.
(24:34) The potential of AI to level the playing field for SMBs.
(30:10) Mistakes to avoid in annual revenue planning.
(35:46) The shift from demo-centric selling to value-based conversations
(41:38) Strategies for aligning sales and marketing teams.
(31:55) One thing revenue leaders believe to be true that Fred thinks is bull$***.
(43:28) One thing that is working for Fred/Aircall in go-to-market right now.
Guest Speaker Links (Fred Viet):
LinkedIn: https://www.linkedin.com/in/fredviet/
Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
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YouTube: https://www.youtube.com/@GTM_now
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