The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: Five Lessons Scaling Snowflake to $1BN ARR, Why Customer Success is BS and Should Be Removed, Why All Sales Reps Should Do Eight Calls Per Week & Why You Should Hire a Head of Sales Sooner Than You Think with Chris Degnan, CRO @ Snowflake
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Nov 10, 2023 Chris Degnan, Chief Revenue Officer at Snowflake, shares his journey from early days in sales to leading a billion-dollar revenue engine. He emphasizes the necessity of making eight customer calls per week and discusses tactics for effective sales prospecting. Chris believes in the critical collaboration between sales and product teams and suggests that sales reps should be judicious in their customer interactions. He provocatively claims that the customer success role may be outdated, advocating instead for urgency and accountability in sales culture.
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Sales Playbook Fundamentals
- Go on eight sales calls per week and deeply understand your product.
- This combines effective client interaction with product knowledge for sales success.
Time Management in Sales
- Plan your time effectively to balance sales calls, follow-ups, and prospecting activities.
- Aim for 2-3 new business meetings weekly alongside your eight sales calls.
Early Snowflake Sales Strategy
- Initially, Chris Degnan focused on gathering customer feedback rather than direct selling at Snowflake.
- He iteratively refined Snowflake's ideal customer profile through direct customer interaction and feedback from founders.