Chris is CRO at Snowflake and has been leading sales there for 9 years. He’s helped grow from $0 to $1B+ ARR. He’s clearly a software sales legend. So how is Chris coaching his reps and leaders during today’s recessionary environment? What should you change about your sales playbook in order to keep winning in a down market?
This is the perfect episode for sales reps, sales leaders, and founders/CEOs who are looking for advice on how to navigate selling in a downturn.
Key Takeaways:
- [01:58 - 03:52] The mindset and action plan of a great sales reps in a recession
- [03:52 - 05:37] A passion and conviction for what you're selling
- [05:42 - 07:09] Addressing specific challenges of today, adding value, saving money
- [07:16 - 10:29] Understanding customer pain in difficult macro environments, solving for competitor gaps
- [10:34 - 13:03] Don't waste people's time, have a genuine conversation
- [13:06 - 15:27] The business value of Snowflake's model
- [15:28 - 18:42] Increasing sales, driving cost savings and business value
- [19:38 - 26:34] How sales reps and leadership should be thinking about success
- [26:35 - 31:27] Pipeline generation and sales success
- [31:26 - 32:45] It's easy to blame others
- [32:45 - 36:27] Dealing with smaller budgets and cultivating empathy and problem solving
- [36:27 - 39:14] Preparing for 2023 budgets and planning differently
