Episode description

This is part 2 of our 2-part series with Jeanne DeWitt, Head of North America revenue and Growth at Stripe.

Welcome to Ground Truth by Dogpatch Advisors, a podcast about company builders, leadership, and how operators use data to build the future of sales. Ground Truth is hosted by Mercy Bell alongside Kyle Williams and Ben Salzman. To learn more, check out www.groundtruthpod.com for other Ground Truth episodes and a deeper dive into each story. 

In part 2 of this series, Jeanne DeWitt, Head of North America Revenue and Growth at Stripe, dives deep into all of the challenges she has faced inside of the growing startup and with that, the new approaches for outbound sales she’s discovered. Jeanne is convinced that the future of outbound is based on data-driven go-to-market strategies with the perfect blend of art and science, and with Stripe she’s experienced just that. From working on pieces of personalized content with Stripe founders John and Patrick Collision, to keeping your brand relevant and solving data vendor problems, Jeanne’s insights will help you build large-scale data pipelines and maintain authenticity.

Podcast Summary:

01:42 - Jeanne’s transition to Stripe, the luxury of inbound demand and the hunt for the “Buffalo”.

03:08 - On cookie-driven prospecting and the new approach for outbound sales.

05:28 - What was it like working on content with Stripe’s founders John and Patrick Collison.

07:50 - The next challenge for Jeanne to do things differently compared to other companies.

09:23 - The power of messaging consistency while ensuring relevance and personalization.

11:48 - How Jeanne convinced the data science team to partner with the sales department.

14:48 - Smoke and mirrors: How Jeanne solved the huge data vendors problem along with experts.

19:56 - The art of data science or how to expand internationally using a data-driven model.

26:01 - A few extra anticipated learnings that have helped Stripe to get better overall.

28:31 - How Jeanne sees the future of data-driven sales for Stripe.

30:16 - Why she thinks the future of data and go-to market strategies is more like a mix between art and science. 

31:25 - The importance of always starting with an articulated hypothesis to prove or disprove.                                                                                                                                                                               

Listen to part 1 of the series and learn more about Jeanne’s background at Google.

This podcast is made possible by Clearbit. To learn more go to clearbit.com

Credits

Ground Truth is a production of Dogpatch Advisors. This episode was written by Jack Buehrer from