The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: Why the Founder Should Not Be the One to Create the Sales Playbook, Why You Should Hire a Sales Leader Before Sales Reps & Why You Should Not Hire Sales Leaders From Big Companies with Matt Rosenberg, CRO @ Grammarly
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Oct 4, 2023 Matt Rosenberg, the Chief Revenue Officer at Grammarly, shares his journey from a lawyer to a leading sales expert. He emphasizes that founders shouldn't craft the initial sales playbook and argues for hiring a sales leader before reps. Matt also discusses effective sales strategies, stressing the importance of creating urgency in deals and the role of champions in the sales cycle. His insights on nurturing existing customers over new acquisitions and the significance of tailored outreach techniques are particularly impactful.
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From Lawyer to Sales Leader
- Matt Rosenberg transitioned from a lawyer to a sales leader after realizing law wasn't fulfilling.
- He moved to California during the dot-com boom and joined a startup, discovering his passion for sales.
Career Pivot Advice
- When making a career pivot, remember your initial motivation to stay grounded during challenges.
- Focus on and celebrate small wins to build momentum and overcome inevitable setbacks.
Founder vs. Sales Leader Playbook
- Founders shouldn't create the initial sales playbook due to their inherent bias and proximity to the product.
- Sales leaders provide necessary abstraction, translating between customer needs and company offerings.