20Sales: Everything You Know About Sales Playbooks is Wrong | How to Hire and Train Your First Sales Hires | How to Crush Pipeline and Deal Reviews as a Team | How to Structure Sales Teams and Sales Comp Plans with Julian Teixeira, CRO @ 1Password
Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.
In Today’s Episode We Discuss:
04:27 Sales Lessons from Scaling to $1BN in ARR
05:20 How to Create and Master a Sales Playbook
07:53 Lessons on First Sales Hires
09:41 Setting Goals and Targets for Sales Teams
13:22 The Reality of Tech Sales Today
16:19 Evaluating and Managing Sales Reps
19:07 Outbound Prospecting and Pipeline Generation
22:22 Hunter vs. Farmer Sales Models
24:15 Compensation and Specialization in Sales Teams
28:56 Outbound vs Inbound Sales
32:47 Pipeline and Deal Reviews
37:37 Sales Tech Stack and Tools
38:40 Maintaining Sales Morale
44:55 Are Remote Sales Teams Less Effective
46:44 Final Thoughts and Advice
This episode is brought to you by:
Gong, the revenue AI platform centralising all your revenue workflows in a single unified platform.
Capchase, helping SaaS companies grow without dilution. Learn more at capchase.com/20vc
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC (20VC) interviews the world's greatest venture capitalists with prior guests including Sequoia's Doug Leone and Benchmark's Bill Gurley. Once per week, 20VC Host, Harry Stebbings is also joined by one of the great founders of our time with prior founder episodes from Spotify's Daniel Ek, Linkedin's Reid Hoffman, and Snowflake's Frank Slootman.
If you would like to see more of The Twenty Minute VC (20VC), head to www.20vc.com for more information on the podcast, show notes, resources and more.
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