20Sales: How to Scale Into Enterprise Effectively and the Biggest Mistakes Made When Making the Move From PLG to Enterprise, Why Discovery Today is F***** & The Biggest Lessons on How to Do Sales Team Compensation with Sean Murray, CRO @ Greenhouse

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4.4 • 637 Ratings

🗓️ 24 January 2024

⏱️ 70 minutes

🔗️ Recording | iTunes | RSS

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Summary

Sean Murray is the CRO @ Greenhouse which is the fourth company Sean has scaled successfully into the enterprise. Sean's prior roles include revenue leadership positions at Saleloft (CRO), Xactly (VP Sales), and CEB, now Gartner (Head of MID Global Sales).

In Today's Episode with Sean Murray

1. The Origin Story: Is a Love of Sales Born:

How did Sean first fall in love with Sales?
What does Sean know now that he wishes he had known when he started his career in sales?
What is Sean's biggest advice to a young person entering the sales world today?

2. Sales has Changed; You Need to Change with It:

Why do CMOs need to be good sellers and CROs need to be good marketers today?
Have we seen the total blending of sales and marketing today?
Should we get rid of all sales teams and just have content marketing teams?

3. How to Move into the Enterprise Successfully:

What are the three biggest mistakes startups make when scaling into the enterprise?
What easy wins can they do early in the sales process to enterprises to get a good start?
How important are logos? Does social validity really work in enterprise?
How should sales teams use discounting in enterprise sales most effectively?
What is the right way for sales leaders and CROs to budget for enterprise?
Is there a way to test enterprise without committing the company and a lot of resources?

4. How to Build the Best Sales Team Today:

What is the right hiring process for all new sales hires?
What are the questions you have to ask in the interviews?
What do the case studies entail? What are signals of the best reps?
What are the biggest mistakes teams make when hiring new sales reps?
What have been Sean's biggest lessons on comp and negotiation with new reps?

Transcript

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0:00.0	The worst deal is the one that takes too long.
0:03.5	Half the sales leaders probably are not going to make it in the next year or two.
0:06.9	The three biggest hurdles in taking that holy grail of moving up into the enterprise.
0:12.7	First, the credibility.
0:14.3	No one knows who you are.
0:15.4	The second is do you have real product market fit for those big companies?
0:19.6	And third, your financial and your financials
0:22.6	because as you move up market, they don't trust that you can survive as a startup for that long.
0:27.4	This is 20 sales with me, Harry Stubbings, and the single biggest problem I see founders struggle
0:32.2	with today is how to move into enterprise effectively. Today, we sit down with a sales leader who's done it not once, but four times with
0:41.1	immense success.
0:42.4	And so with that, I'm thrilled to welcome Sean Murray, CRO at Greenhouse.
0:46.7	But before we move into the show with Sean today, CFOs and controllers, is expense
0:51.6	management a painful chore?
0:53.5	If yes, sounds like you might use concur. Well,
0:56.9	it's time to switch to Brex. Brex automates and accelerates spend management with easy to use
1:02.6	corporate cards, travel, expense management and bill pay all on one AI powered platform. Brex makes
1:09.3	it easy to boost efficiency and compliance enterprise-wide
1:13.1	and free up your managers, employees and accounting team for higher impact work. Don't let concur
1:19.3	slow you down. Top companies, from startups to enterprises, are using Brex to manage spend
1:25.0	with greater efficiency, accuracy and speed.
1:27.9	We're talking DoorDash, Robin Hood, Airtable and countless other industry leaders.
	...

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