The Science of Scaling

How to Build a Moat Strategy That Wins w/ Stevie Case (CRO, Vanta)

Jul 19, 2023

34:58

Episode guests

Stevie Case

Highlights

AI Chapters

Episode notes

Maximizing Trial Effectiveness in Sales

01:58

Introduction

2min

The Unexpected Detour That Leads Me to Stop College and Go Back 25 Years Later

2min

How to Be a CRO at Vanta

4min

How to Avoid Copycat Competition

2min

How to Overcome Ankle Biters

3min

The Importance of a Multi-Year Leader

3min

The Importance of a Value Based Sale

5min

How to Be a Better Sales Team

4min

Spiraling Up: The Journey to Become a Unicorn

3min

10.

How to Reinforce Your Frontline Sales Manager

3min

11.

The Battle for Competitive Selling in Software

4min

If you're an entrepreneur that has experienced ankle biters, congrats! You've made it to the next phase. How do you combat it? Stevie shares her story on how she's mitigated ankle biters at Vanta.

Host Mark Roberge is joined by Stevie Case (CRO, Vanta) to discuss how she’s tackled ankle biters and evolved Vanta’s sales motion. In this episode learn more about:

How to outsmart your competitors
How to put your brand through a moat test
Leaning into your competitive advantage
Unraveling the “give, get” technique
How Vanta uses the MEDDPICC method

The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.