Tech Sales Insights E100 Part 2 - Change Management Gets Things Done - with Carl Eschenbach
This episode of Tech Sales Insights is the second part of our conversation with Carl Eschenbach, Partner at Sequoia Capital. He provides deep insights into how they choose companies to invest in, as well as the primary importance of change management to survive economic headwinds. Carl also gives actionable tips on how companies must sell and the shift in messaging that this requires.
HIGHLIGHTS
- "Look inside and outside the building" to decide when to invest in a company
- Get things done by focusing on change management
- How to sell effectively in a down market
QUOTES
Adapt as fast as the changes come to survive - Carl: "In the climate we're in today and potentially even broader headwinds going forward, if your company is not changing as fast as what's happening outside the walls of your company, death is near. You just got to be open to change. You have to communicate change."
Show a strong ROI to attract buyers during a downturn - Carl: "In down markets, nothing sells like a strong ROI, so I encourage people to revisit their value proposition, number one, around ROI. The second reason people buy is if you're going to help them drive revenue growth. And if you can have a value proposition that shows tangible evidence of it and you can back it up with quantifiable numbers, people will buy your technology."
The growing complexity of operations has eroded operational rigor - Carl: "Simplicity scales, complexity doesn't."
Find out more about Carl in the link below:
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