Welcome to Episode 26! Bill Binch is a leader and expert in the SaaS sales industry. Bill was the Senior Vice President of Global Sales at Marketo for 8 years. He joined when it was a small venture-backed startup with a mission to reinvent marketing automation. It was his sales leadership and expertise that formed a critical component in building Marketo into one of the fastest-growing enterprise software companies in the world, recognized through his being awarded worldwide VP of sales in 2011.
In today’s show with Bill we discuss:
Why did Bill find it enticing selling to sales and marketers with Marketo?
How can startups go about approaching the topic of the sales cycle? What does the right cadence look like?
How can sales leaders look to establish a quota that is achievable and confident? Why is it about deal frequency not dollar size?
How can we optimize the hiring process for sales professionals? What are the benefits to over-hiring? Is this sustainable in a downturn?
Does Bill agree that customer success will be the new sales, as Nick Mehta stated?
In a round we call the 60 Second SaaStr, we also hear:
SaaS tools that Bill could not live without?
Creating your own scorecard?
What does Bill know now that he wished he had known at the beginning?
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