Podcast

SaaStr Podcast #123: Top 10 VP of Sales Lessons In Scaling To $100m in ARR with DFJ, TalkDesk, and Predictable Revenue’s Aaron Ross

Harry Stebbings

Welcome to Episode 123! Today’s show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, Aaron added an extra $100 million in revenue in just a few years. Joining Aaron from the sales perspective we have Andrew Bothwell, VP of Sales @ TalkDesk and Aaron Schilke, VP Enterprise Sales @ Talkdesk, one of the fastest growing SaaS startups today. Providing insight from the other side of the table we have Josh Stein, Partner @ DFJ where his current board responsibilities include Box (NYSE: BOX), Chartbeat, LaunchDarkly, LendKey, SugarCRM, and previous guest with me on SaaStr in Talkdesk.

In today’s episode you will learn:

* What does Josh Stein believe is the toughest growth stage in SaaS? Which stage separates the men from the boys?

* Why is growing to 100 a case of simple maths? How does this maths affect how you should think about your sales hiring pipeline? How does this maths affect your view of forecasting?

* How do TalkDesk look to build a repeatable and scalable sales process? What have been their major learnings? Where do most startups make mistakes and falter?

* How should VPs of sales approach feedback with their reps? Why has a VP failed if a rep is blindsided by a particular piece of feedback?

Listen on iTunes.

Subscribe to SaaStr on iTunes.

Listen on Google Play Music.

Or watch the video here!

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin
Harry Stebbings
SaaStr
Aaron Ross
Andrew Bothwell
Talkdesk
Josh Stein

Published on May 23, 2017
Share This