20 Sales: The Stripe Sales Playbook; Who Should Create It, When Should it Be Done, Where Do Many Go Wrong | How To Identify 10x Sales Hires and How To Structure the Hiring Process in Sales with Jeanne DeWitt Grosser, Head of Americas Revenue & Growth @ St
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The Twenty Minute VC
4.4 • 637 Ratings
🗓️ 9 March 2022
⏱️ 39 minutes
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Summary
Jeanne DeWitt Grosser is Head of Americas Revenue & Growth @ Stripe. In this role, Jeanne is responsible for all sales functions across the region including Sales Development, AEs, Solutions Architects, and many more. Jeanne also continues to spearhead Stripe's Enterprise strategy. Prior to this role, Jeanne was Stripe's Head of North America Sales where she built out Stripe's Acquisition Sales teams. Pre-Stripe, Jeanne was CRO @ Dialpad and also spent many years at Google in numerous different roles including most recently as Director of GSuite SMB & Mid-Market Sales, North America and LATAM.
In Today’s Episode with Jeanne DeWitt Grosser You Will Learn:
1.) Entry into Sales:
- How did Jeanne make her way into her first sales job in tech?
- What did Jeanne learn from her many years at Google about how sales should interact with engineering?
- In hindsight, what would Jeanne have done differently/improved from her time with Dialpad?
- How did the role with Stripe come about?
2.) The Playbook:
- Does the founder need to be the one to create the sales playbook?
- When is the right time to bring in the first sales hire? Should they be a sales leader or rep?
- How does both the playbook and the type of sales hire change when hiring for a product-led-growth motion vs a traditional enterprise motion?
- What are the single biggest mistakes founders make when hiring their first in sales?
3.) The Hiring Process:
- How should founders structure the hiring process for their first sales hires?
- What did Dialpad do in the sales hiring process that worked well? How has Jeanne taken that to her hiring process at Stripe?
- What should be achieved or learned in each consecutive interview?
- How can founders use sales case studies most effectively? How can founders know if sales candidates truly have a strong grasp of the product?
- What are early signs of a 10x sales hire? What are red flags to look out for in the process?
4.) Sales Onboarding:
- What does the ideal onboarding process look like for new sales hires?
- What tasks and duties should all sales hires perform in the first 60 days?
- What are early signs that a new hire is not performing to the right standard?
- How does the first few months differ for sales reps when comparing a product-led-growth company to an enterprise company?
- What should sales leaders do to ensure that new hires engage with product and customer success efficiently?
Transcript
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| 0:00.0 | Welcome to 20 Sales with me, Harry Stebbings. This is the monthly show where we interview the top 10 |
| 0:04.4 | sales leaders in the world to share their tips, tactics and strategies when it comes to scaling sales |
| 0:09.4 | team successfully today. And who better to join us today than the one and only Gene grocer? |
| 0:13.8 | Now, Gene is the head of America's revenue and growth at Stripe. In this role, Gene is |
| 0:17.8 | responsible for all sales functions across the region, including sales development, AEs, solution architects, and many more. |
| 0:24.5 | Gene also continues to spearhead Stripe's enterprise strategy. |
| 0:27.6 | And prior to this role, Jean was Stripe's head of North America sales, where she built out Stripe's acquisition sales team. |
| 0:33.3 | Pre-Stripe, Gene was CRO at Dialpad, and also spent many years at Google in numerous different |
| 0:38.1 | roles, including most recently as director of G Suite SMB in mid-market sales for North America |
| 0:43.4 | and Latam. I'd also want to say huge thank you to Claire Hughes-Johnson for some fantastic |
| 0:47.6 | questions suggestions, and then also the one and only Danny Herzberg at Sequoia for the fantastic |
| 0:52.4 | introduction in the first place. It would not have |
| 0:54.4 | happened without you, Danny. But before we dive into the show today, Sales Loft is the leading |
| 0:58.2 | sales engagement platform helping sales teams drive more revenue with the modern revenue |
| 1:02.4 | workspace. It's the one place sales teams can go to prospect, manage active deals and get the |
| 1:07.2 | insights they need to coach seller performance, forecast with accuracy, and find out what steps to take to close more deals. |
| 1:13.9 | Some of the world's leading companies like IBM, Shopify and Stripe, all love a new salesloft, and so can you. |
| 1:20.1 | It's the new way to sell and find out more today at salesloft.com. |
| 1:23.7 | And founders, if you've got recurring revenue like so many of you have, there is a smarter way to |
| 1:27.8 | grow your business. As a VC, this pains me to say, Pipe is a completely new way to finance growth |
| 1:32.9 | without taking on restrictive loans or diluting your ownership. If you have proven product |
| 1:37.2 | market fit, your recurring revenue streams could be your biggest asset. Pipe is the world's |
... |
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