The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse
14 snips
Jan 24, 2024 
Sean Murray, CRO at Greenhouse, brings a wealth of experience scaling enterprises. He shares his journey into sales and reflects on what he wishes he had known at the start. The conversation delves into how sales and marketing must blend, emphasizing that CMOs should be sellers. Sean identifies common pitfalls for startups venturing into the enterprise space, like underestimating the power of logos. He also discusses effective sales team hiring strategies, the importance of conversational intelligence, and adapting in today's complex sales landscape.
AI Snips
Chapters
Books
Transcript
Episode notes
Blurring Lines of Sales and Marketing
- Today's CMOs must be good sellers, and CROs must be good marketers.
- Focus on demand generation and grabbing buyer attention through messaging and branding.
Changing Dynamics of Selling
- Selling has changed because buying has changed.
- Sellers only get 9% of a buyer's evaluation time, demanding new approaches to teaching and grabbing attention.
Discovery is Dead
- Replace "discovery" with "teaching" in your sales process.
- Teach buyers something new instead of asking lazy questions they can find themselves.
