Rich Liu, CRO of Everlaw, recounts stories from his time leading early sales at Facebook in 2010, taking the plunge into B2B SaaS at MuleSoft, and selling a corporate travel platform during the pandemic.

Rich Liu’s philosophy to scaling sales at 5 unicorn companies has been surprisingly simple: build the sales process to help the customer achieve their business outcomes.

In this episode, Alex and Rich talk about:

• The early days of sales at Facebook, including selling ads through the 2012 presidential election, the threat of mobile, and Facebook’s “black eye” IPO
• How he transformed MuleSoft's sales model from a technical sale to an outcome-based sale
• How he hired a sales team at scale after MuleSoft was acquired by Salesforce
• Selling to economic buyers through the pandemic at TripActions
• Selling in a down market at Everlaw