Grit #154 Remix: Tornadoes, Unicorn Meat, and Hypergrowth Sales
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Sep 4, 2023 "Remix: Tornadoes, Unicorn Meat, and Hypergrowth Sales" features industry experts Mike Clayville, Marcy Campbell, Dan Shapero, Jim Herbold, and Chris Degnan. They discuss building sales operations in rapidly-growing companies, including first principles, successful sales motions, effective sales leadership, "unicorn meat" theory, and pivotal sales strategies.
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First Principles in Hypergrowth
- Start with first principles when leading in hypergrowth companies.
- Understand your team and customers to determine the right approach.
Characteristics of Tornado Companies
- "Tornado companies" build things that have never been built before and therefore must experiment.
- They must be customer-centric and use anecdotes rather than historical data.
Recruiting for Sales
- Look for salespeople who are adaptable and curious.
- Curiosity helps them uncover customer problems and adapt to the ever-changing sales landscape.