The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: Biggest Lessons Scaling Slack from $6M to $1BN in ARR | How to Build a Customer Success Machine and Where Most Go Wrong | The Framework to Hire All Sales Reps: Take-Home Assignments, Hiring Panels and more with AJ Tennant @ Glean
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Oct 23, 2024 
AJ Tennant, Vice President of Sales & Success at Glean, has a rich history scaling sales teams at Slack and Facebook. In this conversation, he shares insights on selling AI tools, discussing the transition enterprises need to make and their adoption concerns. He addresses common mistakes in customer success management and how to create seamless handoffs between sales and CS. AJ also reveals innovative hiring strategies for sales teams, emphasizing the importance of comprehensive candidate evaluations and unique interview techniques.
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Learnable Sales Skills
- Sales skills can be learned through teaching and motivation, not just inherent personality.
- Focus on inputs and effort to improve sales performance.
Early Sales Experience
- AJ Tennant's initial sales experience involved print ad sales, facing rejection from small business owners.
- This taught him the difficulty of rejection and the importance of persistence in sales.
Volume vs. Depth
- Junior sales reps often prioritize volume over depth in outreach, hindering effectiveness.
- Focus on crafting tailored messages and actively listening to customers.