The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20 Sales: How To Interview Sales People; The Red Flags and What to Look For, How Sales Leaders Should Change Goals and Quotas in Harder Markets and What Reps Can Do To Ensure They Hit Their Numbers in These Markets with Eleanor Dorfman, Sales Leader @ Ret
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Sep 14, 2022 
Eleanor Dorfman, a Sales Leader at Retool, shares her incredible journey from the NYC Department of Education to scaling successful sales teams in tech. She discusses the importance of emotional intelligence in hiring and the critical role of customer success experience. Eleanor highlights when to develop a sales playbook, adapting sales strategies to market changes, and the significance of efficient onboarding for new hires. She also dives into effective discounting strategies and the need for strong relationship-building in sales.
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From Education to Tech
- Eleanor Dorfman's path to tech started while working for the NYC Department of Education, facing software integration challenges.
- She transitioned to the tech industry after multiple rejections, starting as an unpaid intern at Clever, the company that solved her problem.
Customer Success Advantage
- A background in customer success provides a significant advantage for sales leadership by offering a holistic view of the customer lifecycle.
- This experience allows for better anticipation of future challenges and informed decision-making.
Building a Sales Playbook
- Founders should focus on generating inputs for the sales playbook by understanding customer needs and purchase processes.
- Hiring a sales team should happen after achieving product-market fit and understanding customer buying preferences.