The Bravado Pod Scaling a 72% Win Rate, NOT Forcing Yourself Up Market, Pipeline Over Everything with Jonathan Blackburn, VP Sales at Nooks
You’ve heard how great Revenue Leaders hyper-scaled in the past few years. But, what does it take to do it now - at this moment in the market?
In the last 14 months, Jonathan Blackburn, VP of Sales turned a 6 person sales team with no scalable process into 40+ reps and is on his way to making Nooks the fastest growing startup of 2025.
For everyone currently on their own rocketship and looking for contemporary wisdom, find out what Nooks is doing right now to hyper-scale:
- Going against all good Sales advice and winning 72% of the deals that offer the controversial FREE trial! *gasp
- Reversing the industry norm of pushing up market to instead be pulled up market by strategic processes that build trust
- Capitalizing on their exceptional timing in the market by doubling down on outbound pipeline generation with the best SDR team in the game
“Hyper-scale or die” is the battle cry for SaaS in 2025 and Nooks is set to win. Their VP of Sales, Jonathan Blackburn shares all the details of exactly how they’re doing it right now with Bravado CEO Sahil Mansuri.
Episode Content:
00:00 - Introducing Jonathan Blackburn, VP of Sales @ Nooks
03:21 - Expanding the sales team and a 60 day internal evaluation
08:51 - Try before you buy20:32 - Profile of rep to hire at Nooks
30:20 - Red Flags while hiring35:32 - Setting up the team for success
47:07 - Managing up as a VP of Sales54:03 - Pipeline and the resurgence of the SDR
01:01:54 - Sales as a Superpower
01:05:13 - Best advice early in your careerAre you Hiring Salespeople?
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