The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: The Biggest Sales Lessons Scaling Brex to $400M ARR, Why Startups are Doing Outbound Wrong and How to Fix It & Why Demand Gen is the Bottleneck for all Startups and How to Solve it with Sam Blond, Former CRO @ Brex
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Apr 12, 2024 
In this discussion with Sam Blond, the former CRO at Brex, listeners gain insights into scaling startups to massive ARR figures. Sam shares eye-opening lessons from Brex and Zenefits, revealing both best and worst sales investments. He emphasizes the importance of hiring the right sales team and offers practical advice on what to look for in candidates. Additionally, he explores innovative sales strategies and the critical role of demand generation in startup success. His unique approach combines traditional methods with modern tools to achieve growth.
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Sam's Entry into Sales
- Sam Blond attributes his entry into tech sales to luck, starting as an SDR at EchoSign due to his brother's influence.
- He quickly excelled, finding the success addictive and realizing he'd found a good career fit.
Picking the Right Rocket Ship
- When choosing a company, consider its hiring trajectory, fundraising success, and revenue growth as objective signals.
- For early-stage startups, focus on the founder's ambition and aptitude, as seen with Parker Conrad at Zenefits.
Performance Discrepancy
- Even in fast-growing companies with high demand, there's significant performance variation among sales reps.
- Top performers often achieve 3x the results of bottom performers, regardless of the company's success.