Jim Steele, President of Global Strategic Customers at Salesforce, is the man, the myth, and the legend who helped increase Salesforce’s revenue from $22 million to over $5 billion. Working since he was 10 years old to support his family, Jim’s drive and ambition are still just as strong today as he views new challenges and opportunities with a “beginner’s mindset.” As Jim puts it, his 43-year career in sales is a series of stories–in this episode, he reflects on poignant moments that helped shape who he is as a leader in the industry. 

Jim offers anecdotes from his early days at IBM and paints a vivid picture of Wall Street in the ‘80s. Through his stories, Jim emphasizes an important theme—building authentic relationships—and explores the value of remembering people’s names and faces. Jim also discusses the incredible growth of Salesforce, offers takeaways from his 12-year experience, and opens up about his return to the company. 

In this episode, we cover: 

• Chateau de Steele: the story behind Jim’s Beaver Bar. (01:30)
• How Jim became the first Chief Customer Officer, ever - and he describes the lasting effect of his first job at 10 years old. (04:46)
• Jim’s perspective on humility and sincerity - and what he says to people who are not motivated at their job. (09:16)
• “IBM was the boot camp of sales training”: A key takeaway from Jim’s experience at IBM’s sales school and how it set the stage for success on Wall Street. (13:59)
• Through the “three-martini lunches” story, Jim explores Wall Street in the ’80s and the value of building trusted relationships. (21:47)
• Jim’s insight on developing personal connections and the value of remembering names and faces. (28:15)
• A look at Jim’s unconventional Salesforce interview experience - and why the Salesforce culture doesn’t accept “armchair quarterbacks.” (38:29)
• Jim reflects on the positive impact of his sabbatical and how COVID-19 gave him a new perspective on work/life balance. (48:09)
• How Jim adapts Marc Benioff's LVI methodology (listen, validate, and inspire) to his work - and a conversation about cultivating genuine relationships and active listening as a seller. (53:08)
• Jim’s perspective on empowering salespeople - and why Salesforce’s unique offering has everything to do with its customers. (01:04:31)
• What led Jim back to Salesforce, why he loves what he does, and what’s next. (01:13:28)

Links:

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  • Email: gtmg@kleinerperkins.com 
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