20Sales: Outbound Sales is Dead Today, Why Demand Generation Will Move Back Under Marketing, "Wisdom" that Everyone Needs to Unlearn About Sales & Why You Should Never Hire Someone You Do Not Know in Your First Five Hires with Brendon Cassidy
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 637 Ratings
🗓️ 8 March 2024
⏱️ 42 minutes
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Summary
Brendon Cassidy is one of the OG of enterprise sales of the last decade, having advised the likes of Gong.io, Pipedrive, Showpad. Previously Brendon was first Head of Sales at LinkedIn and VP of Sales at Talkdesk.
In Today's Episode with Brendon Cassidy We Discuss:
1. From Recruiter to Sales OG and Linkedin's First Head of Sales:
- How did recruiting prepare Brendon for a career in sales?
- What impact did the dot-com bubble burst have on his early career?
- What does Brendon know now that he wishes he had known when he started his career in sales?
2. The Sales Playbook and Hiring The Team:
- How does Brendon define the "sales playbook"?
- Should the founder be the one to create and execute V1 of the playbook?
- Should the first sales hire be a rep or a sales leader?
- When is the right time to make that all-important first sales hire?
3. Why Discovery and Outbound Are Broken Today:
- Why does Brendon feel discovery is useless in today’s sales process?
- Why does Brendon believe outbound will move under the marketing function?
- How does AI change the world of outbound sales?
- Why will no great sales leaders join a company that doesn’t have an inbound machine?
4. How to Master Onboarding and Increase Sales Performance:
- What is the right way to onboard new sales reps?
- How quickly do you know if a sales rep is not good? What are the signs?
- What is the right way to measure the effectiveness of sales teams today?
- What are the biggest mistakes founders make in onboarding sales teams?
Transcript
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| 0:00.0 | I can tell you, no great VP of sales is ever going to take a job with a company that's dependent |
| 0:04.8 | on an outbound, go to market model. For my first five sales hires, I would never hire somebody at |
| 0:09.4 | a network, ever. Ultimately, what AI does is probably get put the SDR function back under |
| 0:15.0 | marketing. This is 20 sales with me, Harry Stebbings. Now, 20 sales is a show that takes you behind |
| 0:19.8 | the scenes with the best |
| 0:20.8 | sales leaders in the world to reveal their tips, tactics and strategies when it comes to scaling |
| 0:25.7 | sales teams. Today, I'm so thrilled to be joined by Brendan Cassidy. Brendan is the former first |
| 0:30.7 | head of sales at LinkedIn and former VP of Sales at Talk Desk. Now, before, Brendan's also |
| 0:35.8 | spent time advising some of the best, including |
| 0:38.0 | gong, pipe drive and showpad, to name a few. But before we dive in, can you think of one |
| 0:43.2 | video you watched today? Of course you can, because in 2024, video is everywhere, and it's |
| 0:49.2 | time for you to start making more video content. You can go the traditional way, but it's time |
| 0:54.0 | consuming and expensive, |
| 0:55.6 | or you can start creating them from a browser using this AI tool called Synthesia. It was just |
| 1:00.5 | named the fastest-growing software on G2. I tested it out recently, and making videos there is easier |
| 1:06.5 | than making a slide deck, literally, create fresh content, or replace dull text, PowerPoints and |
| 1:12.4 | PDFs with engaging professional-looking videos your audience will love. Craft your script with AI |
| 1:18.2 | in 120 plus languages, you can choose from 140 lifelike customizable AI avatars to act as presenters, |
| 1:26.2 | or have your own custom avatar created. I'm getting |
| 1:29.1 | my AI clone next week, and I'm super excited about it. 50% of the Fortune 100 companies are |
| 1:34.8 | already on board, reporting up to 90% time and cost savings. Visit Synthesia.io slash 20VC and create |
| 1:42.9 | your first AI video for free. And speaking of game-changing products |
... |
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