Hunters and Unicorns

Hunters and Unicorns | The Founders Edition - Jyoti Bansal EP001

Aug 23, 2023

The podcast explores the success of AppDynamics in sales execution, the importance of advisors for scalability, and the evolution of sales process. Jyoti Bansal shares his journey as a multi-unicorn founder, emphasizing the value of sales parity with product strength and the significance of forecasting for success.

55:21

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Jyoti Bansal

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Quick takeaways

Product-market fit is crucial for startup success, resonating with a broad customer base is essential.

Top sales leadership minimizes risks and aids in scaling a business effectively.

Hiring the right advisors and evolving sales processes at $10m revenue mark are crucial for scalability.

Deep dives

Understanding Product-Market Fit

Product-market fit is highlighted as the critical factor for startup success. Founders are advised to deeply understand customer pain points, ensuring their solution resonates with a broad customer base, not just a single customer's problem.

Introduction

4min

Evolution of Sales Execution and Building a World-Class Team

6min

Navigating Resistance in Implementing a Structured Sales Process

2min

Establishing Business Value in Sales Process

23min

Hiring Sales Personnel for Startups

12min

Strategic Insight on Hiring a Chief Revenue Officer

3min

Navigating Early-Stage Founder Challenges

5min

Welcome to Hunters and Unicorns: The Founders Edition.

Today we welcome Jyoti Bansal!

Key takeaways from this episode are:

- How AppDynamics became the industry blueprint for sales execution best practice.

- The relationship between Product Market Fit and Sales Motion.

- Appointing the right advisors at the right times is imperative for scalability.

- Understanding the evolution of the sales process as you approach $10m in sales.

Jyoti Bansal is a multi-unicorn founder, currently the founder and CEO of two high-growth technology companies: Harness and Traceable AI. In addition to running Harness and Traceable, Jyoti is highly involved in developing the next generation of technology companies through mentorship and investment.

In 2017 he launched BIG Labs and in 2018 co-founded VC firm Unusual Ventures with John Vrionis. The firm currently has more than $1 billion under management. Jyoti shares his incredible journey with us. His passion for the highest calibre of sales execution is profound and he reflects on the lessons he’s learned from his own advisors – industry titans; Dev Ittycheria, John McMahon, Dali Rajic, Jeremy Duggan and Joe Sexton.

Jyoti candidly opens up about his own awakening regarding giving sales the same parity as product strength. He also delves into why slowing down in order to forecast correctly is crucial to onward success and cadence. In this episode, Jyoti discusses:

- How the Business Value Assessment was a game changer for AppDynamics

- How to stimulate customer affinity - The importance and limitations of founder lead sales

- Why Business Value Realisation is the true metric for sustained success

- When to adopt a top-down sales approach vs down-top, vs the “sandwich” strategy

This podcast is full to the brim of insight, honesty and undeniable tenacity. How do you identify a good seller? When’s the right time to appoint a CRO? Is the rolodex enough anymore for a salesperson?

Jyoti answers these questions and many many more in the first edition of The Founders Edition, bought to you by Hunters and Unicorns. Don’t miss it!!

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