The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch cover image

20 Sales: How To Structure The Interview Process for All Sales Reps, The Must-Ask Questions When Identifying Potential Sales Talent & The 3 Biggest Mistakes Founders Make When Hiring Their First Reps with Lauren Schwartz, VP of Enterprise Sales @ Fivetran

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

NOTE

Creating Urgency as a Sales Leader

I don't really buy into discounting or relationship selling personally. To me, that's a sort of cheapening the value that this company is going to get from their investment in your product. It's less about artificially accelerating the timeline and more about helping a customer realize how long it's going to take them to realize value from their investment. That's how you help accelerate urgency in terms of the timeline. But what you're not cheapening the outcome or the impact that your product is having, you're really just helping them participate in their own rescue.

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