High Performing Sales Highlights from Ambitious CEOs and CROs

This episode combines highlights from five different CEOs and CROs who have previously appeared on Think Like an Owner.

Our selected guests are Tim Strickland (former CRO ZoomInfo), Michael Coscetta (former CRO Paxos), Dennis Dresser (multi-time CRO), Ben Tagoe (CEO of OMG), and Mahesh Rajasekharan (CEO of Cleo).

Check out the episode on iTunes and Spotify, and let me know if you want to see more podcasts like this one!

8 key takeaways from the episode:

1. The first specialization point in a growing sales team is splitting into new logo hunting and account management.

2. Your customer base is a series of verticals, specialization early-on helps you go faster. With enough critical mass, can hire vertical-specific sales people

3. Need fearless sales people who learn quickly.

4. In structuring sales contracts, prioritize: 1) cash up-front; 2) length of commitment; 3) pricing that grows in-step with the customer (balanced with predictability).

5. Identify top 10 must-win deals and assign executives across the company to collaborate on closing those deals.

6. Hire for curiosity, not the resume.

7. An elite sales person doesn’t always make an elite sales manager.

8. As CEO, join customer calls.

We’re also on YouTube now! Check out the channel here.