20Sales: How you can Scale Into Enterprise Successfully and the Greatest Errors Made When Making the Transfer From PLG to Enterprise, Why Discovery Immediately is F***** & The Greatest Classes on How you can Do Gross sales Group Compensation with Sean Murray, CRO @ Greenhouse

Posted on twenty fourth January 2024 by Harry

Sean Murray is the CRO @ Greenhouse which is the fourth firm Sean has scaled efficiently into the enterprise. Sean’s prior roles embrace income management positions at Saleloft (CRO), Xactly (VP Gross sales), and CEB, now Gartner (Head of MID International Gross sales).

In Immediately’s Episode with Sean Murray

1. The Origin Story: Is a Love of Gross sales Born:

• How did Sean first fall in love with Gross sales?
• What does Sean know now that he needs he had identified when he began his profession in gross sales?
• What’s Sean’s largest recommendation to a teen getting into the gross sales world in the present day?

2. Gross sales has Modified; You Have to Change with It:

• Why do CMOs have to be good sellers and CROs have to be good entrepreneurs in the present day?
• Have we seen the full mixing of gross sales and advertising and marketing in the present day?
• Ought to we do away with all gross sales groups and simply have content material advertising and marketing groups?

3. How you can Transfer into the Enterprise Efficiently:

• What are the three largest errors startups make when scaling into the enterprise?
• What simple wins can they do early within the gross sales course of to enterprises to get a great begin?
• How essential are logos? Does social validity actually work in enterprise?
• How ought to gross sales groups use discounting in enterprise gross sales most successfully?
• What’s the proper means for gross sales leaders and CROs to funds for enterprise?
• Is there a solution to take a look at enterprise with out committing the corporate and a variety of assets?

4. How you can Construct the Finest Gross sales Group Immediately:

• What’s the proper hiring course of for all new gross sales hires?
• What are the questions you must ask within the interviews?
• What do the case research entail? What are indicators of the most effective reps?
• What are the most important errors groups make when hiring new gross sales reps?
• What have been Sean’s largest classes on comp and negotiation with new reps?