The Bravado Pod Using Psychology to Scale GTM to $100M with Tomer Chernia, SVP Sales at Vercel
The best sales people understand the psychology of sales… and the best sales leaders understand the psychology of leading a successful GTM organization. Tomer Chernia, SVP Sales at Vercel has mastered both.
In this episode, he takes us through his sales and leadership strategy, which scaled Vercel to $100M ARR at breakneck speed.
- The key to sales outreach that unlocks every buyer profile and market segment
- Vercel’s unique mock pitch process uncovers what hiring managers really want to see
- Reconciling team morale with the board’s demands to conquer higher revenue targets
Episode Content:
00:00 - Introducing Tomer Chernia, SVP Sales @ Vercel
04:00 - From Selling MarTech to Open Source DevTools
07:04 - Selling and Outreach to the Open Source Community
13:42 - Splitting up Territories and Deal Complexity
19:13 - Profile of Salesperson that succeed in Mid-market and Enterprise
22:25 - Sales Hiring in Hypergrowth
27:54 - Remote vs In-person Culture and Performance
40:05 - Investing in the Success of the Sales Team
44:36 - How to think about quotas and compensation
48:59 - Balanced and Thoughtful Growth Plans
54:17 - Lightning Round: Sales as a Super Power, Controversial Advice, Best Fictional Sales Person
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