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20Sales: Why You Should Not Do PLG and Enterprise Sales at the Same Time | How To Move Into Enterprise Sales Gradually | How To Make a Comp Plan For Sales Teams | Why Discounting is Good and Can Be Used with Stevie Case, CRO @ Vanta
Jan 25, 2023
Stevie Case, the CRO at Vanta and former VP of Mid-Market Sales at Twilio, shares her journey from pro female gamer to sales leader. She discusses why startups shouldn't juggle Product-Led Growth and enterprise sales simultaneously, offering insights on transitioning gradually. Stevie also emphasizes the importance of inclusivity for parents in the workplace and advocates for transparency in sales comp plans as a way to motivate teams. Her unique perspective blends professional resilience with a personal touch, making her story truly inspiring.
48:18
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Quick takeaways
- Startups should not do both PLG and enterprise sales simultaneously, but gradually transition based on testing and signs.
- Stevie Case's diverse background from pro gamer to CRO emphasizes unique paths to sales success.
Deep dives
Sales Success: The Role of Grit and Authenticity
Success in sales hinges on traits like grit and the ability to connect authentically with customers. The importance of being a hunter, not just taking orders, is emphasized, where individuals who possess the grit to open new doors will excel in any scenario. Authentic storytelling and value-driven interactions with clients remain timeless sales principles.
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