Topics:

• Is there a stigma around intelligence in sales?
• How to enable high velocity sales

Many organizations today are struggling to strike a balance between being data-driven and gut-driven. For pointers, we turned to Meka Asonye who has deployed data at the highest level in sports doing statistical analysis for the Cleveland Indians. Meka provides tips about using data to discover opportunities and gain a market advantage. Meka also talks about his transition into sales, touching on important issues related to the stigma of the profession (and how that’s changing) and enabling high velocity growth. 

In this episode of Go to Market Grit, we cover: 

• Meka’s atypical career journey, including a four year run advising the GM of the Cleveland Indians on Major League roster and payroll allocation using statistical analysis.
• The Indians’ strategy of trying to gather every data point possible when scouting, to gain an on-field advantage and assist with scouting.
• Analyzing someone’s level of grit, or resilience, and whether that can be accomplished with data alone.  
• Striking a balance between being data-driven and being gut-driven. 
• Competitive balance, and learning how to operate in an imperfect or imbalanced system.
• Meka’s slow but successful transition into technology sales — including why he made the jump into technology.
• The stigma of sales, especially with smart individuals, and why it’s starting to change as the profession is getting more difficult and requiring more personalized experiences. 
• How the role of the modern sales leader has evolved over the last decade or so, as it now involves working with product, finance, customer service, and marketing teams.
• Enabling a high velocity sales engine. According to Meka, the most important thing is to join a company with an amazing product, and a product-led growth strategy. 
• The role that people, processes, and tools play in enabling a high velocity sales engine.
• Meka’s definition of high velocity sales, which is being able to close a significant number of deals in 30 days. 

Links:

• Connect with Meka on Linkedin
• Mixpanel
• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: gtmg@kleinerperkins.com 
• Learn more about Kleiner Perkins