20Sales: Why You Should Not Do PLG and Enterprise Sales at the Same Time | How To Move Into Enterprise Sales Gradually | How To Make a Comp Plan For Sales Teams | Why Discounting is Good and Can Be Used with Stevie Case, CRO @ Vanta
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 637 Ratings
🗓️ 25 January 2023
⏱️ 48 minutes
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Summary
Stevie Case is the CRO @ Vanta where she oversees Vanta’s go-to-market team to support the company’s rapid growth. Prior to joining Vanta, Stevie was Vice President of Mid-Market Sales at Twilio, joining as one of their first account executives, Stevie helped to grow the sales team from a dozen to over 1,000 team members and played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers, generating more than $400 million in annual recurring revenue. If that was not enough, Stevie is also a Founding Operator @ Coalition Network and a prominent angel investor.
In Today's Episode with Stevie Case We Discuss:
1. ) From World's First Pro Female Gamer to CRO:
- How did Stevie make her way from pro gamer to CRO? How did her career in gaming make her a better CRO and sales leader?
- In her early sales career, how did being a single mother with a child impact her approach to sales?
- What can founders do to make workplaces more inclusive for parents today?
2.) Enterprise or PLG: Which One To Choose:
- Why does Stevie believe it is not right to do both PLG and enterprise at the same time for startups?
- How can startups and sales teams move into enterprise selling gradually through testing and without committing a significant budget to an enterprise sales team?
- How do founders know when is the right time to move from PLG to enterprise? What are the signs?
3.) The Mythical Sales Playbook:
- How does Stevie define the term "sales playbook" today? What is it not?
- Should the founder be the person to create the sales playbook? If not them, then who?
- When is the right time to make your first sales hire? When is the wrong time?
4.) Mastering the Hiring Process in Sales Recruits:
- How should we structure the interview process for new sales reps?
- What is the right profile for these first sales hires?
- How do the best sales talent answer questions and perform in interview processes?
- How can we really test for grit and curiosity in the interview process?
- What are the single biggest mistakes founders make when hiring for sales?
5.) Discovery, Discounting, Deal Velocity:
- With sales cycles being so long, how do you know if enterprise sales reps are good?
- What is the difference between good discovery vs bad discovery?
- Should founders engage in discounting to get deals over the line? When does it work?
Transcript
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| 0:00.0 | The most important in early hires, is that person a hunter or are they used to taking orders? |
| 0:06.2 | That grit that it takes to be somebody who can open doors and hunt, that person will succeed |
| 0:13.0 | over others in every possible scenario. |
| 0:16.4 | Welcome back to 20 sales. |
| 0:17.9 | This is the monthly show where we sit down with one of the best sales leaders in the business to reveal their tips, tactics and strategies to scaling sales teams today. |
| 0:25.8 | And we're joined by a total rock star in this episode. Not only was our guest the first professional female gamer ever, but also an OG sales leader. |
| 0:34.3 | And so I'm thrilled to welcome Stevie Case, CRO at Vanta, where she oversees |
| 0:38.4 | Vanta's go-to-market team to support the company's rapid growth. |
| 0:41.9 | Prior to joining Vanta, Stevie was vice president of mid-market sales at Twilio, where she helped |
| 0:46.3 | to grow the sales team from a dozen to over a thousand team members and played a pivotal |
| 0:50.8 | role in establishing Twilio's enterprise business with key Fortune 500 customers, |
| 0:55.5 | generating more than $400 million in annual recurring revenue. |
| 0:59.5 | If that wasn't enough, Stevie's also a founding operator at Coalition Network and a very prominent angel investor. |
| 1:05.0 | I want to say huge thank you to the amazing Maggie Hart at Webflow, such an incredible person for the intro to Stevie, without which |
| 1:12.1 | this episode would not have been possible. But before we dive into the episode today, finding |
| 1:16.3 | your next customer is hard, but it doesn't have to be. If you're wondering how to drive |
| 1:20.7 | more revenue and find the accounts than looking for your solution right now, Zoom info is the |
| 1:26.3 | answer. Zoom info handles the full revenue pipeline |
| 1:29.3 | from marketing to sales, even ops, all based on the number one ranked business data. It's the |
| 1:35.2 | single best way for B2B professionals to find their next customer, close their next deal and streamline |
| 1:41.1 | their operations. Best of all, it's all in one place, so your revenue teams can |
| 1:45.7 | collaborate easily and close deals faster. Customers include the lights of Snowflake, Workday, |
... |
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