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SaaStr 743: 9 Easy Sales Concepts So Many Get Wrong with Sam Blond, Former CRO Brex

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Jun 21, 2024

Former Brex CRO Sam Blond shares 9 sales concepts: Don't outsource recruiting, focus on demand, stand out, leverage happy customers, focus on distribution, be prescriptive, presumptive close, meet customers in person, obsess over implementation.

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ADVICE

Internal Recruiting

Prioritize internal recruiting over external firms for sales roles.
Leverage personal networks and referrals for higher-quality candidates.

INSIGHT

Demand-First Approach

Focus on generating demand first, instead of pipeline conversion.
A demand-poor environment leads to clinging to weak opportunities and wasted time.

ADVICE

Standout Demand Generation

Run creative, standout demand generation campaigns.
Don't just go through the motions with standard tactics.

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SaaStr 743: 9 Easy Sales Concepts So Many Get Wrong with Sam Blond, Former CRO Brex

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career.

These nine sales concepts, when done correctly, will greatly improve your sales and sales teams:

Don’t Outsource Recruiting
Focus on Demand Until You Have Too Much
Do Things That Stand Out
Leverage Happy Customers to Generate New Ones
Distribution Is As Important As The Announcement
Be Prescriptive On How To Buy Your Product
The Presumptive Close
Meet Prospective Customers In Person
Obsess Over Implementation

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