Episode description
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
Episode description
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