10/10 GTM
From Lawyer → Sales Leader (and What They Have in Common), with Eric Ortner, VP of Sales at Handle
Nov 16, 2022
In this discussion, Eric Ortner, VP of Sales at Handle, shares his intriguing journey from law to sales, leveraging his legal background in a tech startup environment. He emphasizes the importance of customer feedback and the collaboration between sales and product teams. Eric also explores the balance of process and agility when crafting a sales strategy, adapting to a post-pandemic world, and the value of authentic relationships in remote settings. Plus, he dispels myths about introverts in sales and discusses the challenges of scaling in startups.
15:33
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Quick takeaways
- Sales success in startups hinges on understanding customer feedback and adapting products to meet evolving market demands effectively.
- Transitioning from law to sales demonstrates how previous experiences can inform innovative strategies and foster autonomy within a dynamic role.
Deep dives
The Importance of Listening to Customers
Successful sales strategies in startups rely heavily on understanding market demands and customer feedback. Engaging closely with customers allows companies to adapt their products based on direct input, leading to better alignment with market needs. For instance, a strong product team is essential, as they should actively solicit feedback and support the development process. This close partnership fosters a sense of investment from customers, encouraging their commitment to the product's success.
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