The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20 Sales: The Biggest Challenges Building Outbound Sales Teams and How To Overcome Them | How The Best Sales Reps Do Customer Discovery | 2 Elements Sales Teams Are Always Responsible For | Sam Taylor, VP Sales and Customer Success @ Loom
35 snips
Jul 20, 2022 Sam Taylor, VP of Sales and Customer Success at Loom, shares his journey through sales roles at Salesforce and Dropbox. He discusses the importance of understanding customer motivations and effective questioning for successful customer discovery. Taylor explains how salespeople should act as 'customer therapists' to build honest connections and highlights the critical traits for hiring the first sales rep. Additionally, he addresses the challenges faced by outbound sales teams and emphasizes the need for strong collaboration within organizations.
AI Snips
Chapters
Transcript
Episode notes
Non-Linear Career Path
- Sam Taylor's career path wasn't linear; he held various jobs before tech sales.
- He started in tech sales at Salesforce in 2010, then joined Dropbox as an early sales hire.
Beyond Security
- Security alone isn't enough value proposition for enterprise sales, especially for PLG products.
- Focus on the positive impact and workflow enablement for a stronger value proposition.
PLG vs. Direct Sales
- Consider the decision-making process for your product when deciding on sales approach.
- If individuals or small teams can decide and purchase independently, prioritize PLG over direct sales initially.