This Much I Know - The Seedcamp Podcast Path to Market: Adapting Sales Strategies for Startups and Enterprise with Fanny Talagrand of Stripe
Apr 15, 2025
40:39
In the latest episode of “Path to Market,” Natasha and Micah are joined by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding user needs and journeys, leveraging user feedback, and the different dynamics between selling to startups versus enterprises.
She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with users early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance.
Tune in to learn about:
- how to align sales strategies with the needs and journeys of different types of users;
- how PLG and enterprise motions can coexist with careful planning and differentiation in user journeys;
- why as companies grow, including a sales team becomes vital to extend market reach and support users who require more comprehensive solutions;
- and more practical strategies for founders looking to enhance their sales operations and build successful teams.
Show Notes:
Fanny Talagrand - linkedin.com/in/fanny-talagrand-a51a81b
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49
Overview:
00:00 Introduction to Path to Market
01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe
02:13 Fannie's Career Journey
04:29 Comparing Sales at Google Cloud and Stripe
06:58 The Importance of Product and User Feedback
13:31 Sales Metrics and Funnel Optimization
16:32 Differences in Selling to SMBs vs. Enterprises
24:07 Hiring the Right Sales Leader
34:29 Onboarding New Sales Hires
40:09 Conclusion and Final Thoughts