🇬🇧124: Software Sales - Learnings from 25 years of hands-on experience with Kevin Kimber

This seller helped scale ServiceNow from <1m ARR to >140m ARR at IPO

In this episode we’re dissecting his career in software sales and discuss his most important lessons learned, mistakes made and insights gained.

More specifically
Kevin shares his framework for exploring customer’s needs we dive deep into pricing, packaging and discounting and Kevin provides his view on focussing on SMB vs.enterprise clients.

Today Kevin is a Venture Partner and Software Sales Expert for Eightroads - a global venture capital firm.

Restaurant Tipps: San Diego: George's at the Cove https://www.georgesatthecove.com/ Jake's Del Mar https://jakesdelmar.com/

Ad partner: ARRtist CIRCUS - Europe’s Learning & Development Festival for Sales & Customer Success teams www.arrtist-circus.com

Related Shows (in english): Seth DeHart - https://arrtist.podigee.io/118-the-9-plus-1-worst-sales-mistakes-saas-foulders-should-avoid-according-to-point-9

Lisa Skowron Mota https://arrtist.podigee.io/109-250-mio-arr-and-400k-customer

Patrik Polak https://arrtist.podigee.io/66-the-money-machine