focal podcast The Sales Productivity Formula: Time × Conversion Rate × Average Deal Size | Why $10-36K ACV Is The Zone Of Death | Sales Reps Are Humans, Not Spreadsheets | Russ Thau, Former Revenue Leader at Intercom, Envoy, Box
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Jul 21, 2025 Russ Thau, a seasoned revenue leader with experience at companies like Intercom and Box, shares insights on improving sales rep productivity. He emphasizes that time management is crucial and discusses the importance of preparation and follow-up in sales calls. Thau reveals valuable strategies for scaling revenue and hiring effective sales teams, stressing that reps are human beings, not just metrics. He also tackles the pitfalls of conversion rates and offers a framework for founders to enhance their sales processes.
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Narrow ICP Post $1M Revenue
- After passing $1M revenue, it's crucial to narrow your ideal customer profile to build momentum.
- Targeting role model customers accelerates herd behavior and fuels growth.
Follow Inbound Referrals Early
- Identify customers who love your product enough to provide inbound referrals as a signal for your ideal focus.
- Pursue segments with demonstrable demand rather than just larger but indifferent markets.
Intercom's Founders to Marketers Shift
- Intercom initially succeeded targeting founders at sub-50 employee startups with self-service JavaScript installs.
- Later expanding to marketers who needed human touch opened a new revenue stream.
