20Sales: How to Build Vertical Sales Teams, Why No Customer Success is BS and Everyone Needs it, How to Hire, Train and Retain the First Reps and Lessons Scaling to $2.1BN Revenue and 1,300 People with Larry Schurtz, CRO @ Genesys
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch10 Touko 2024

20Sales: How to Build Vertical Sales Teams, Why No Customer Success is BS and Everyone Needs it, How to Hire, Train and Retain the First Reps and Lessons Scaling to $2.1BN Revenue and 1,300 People with Larry Schurtz, CRO @ Genesys

Larry Shurtz is the Chief Sales Officer at Genesys where he oversees the company's global go-to-market strategies, including commercial activities, field sales and partner ecosystem operations. Larry has nearly three decades of experience in the software industry, from leading Confluent to delivering more than 60% revenue growth and doubling customer count as Chief Revenue Officer, to scaling a 1,300-person team at Salesforce to $2.1 billion in revenue.

In Today's Episode with Larry Shurtz We Discuss:

  1. From Robotics Student to $2.1BN Sales Leader at Salesforce

  • How did Larry lead 1300 people to $2.1 billion revenue at Salesforce? What were his takeaways?

  • What did Larry learn about building vertical sales playbooks at Salesforce?

  • Which framework did Larry learn at Salesforce that he still uses at Genesys?

  1. Mastering Sales Leadership

  • What are the biggest mistakes sales leaders make on prioritization today?

  • What are Larry's "3 Rs" to master prioritization?

  • What does Larry think are the most common reasons fast-scaling teams break in sales?

  • Has Larry ever caused bad culture in a sales team? What did he learn from the experience?

  • Does Larry think sales is more art or science? How does Larry blend the two?

  1. Building the Best Sales Team

  • How does Larry structure the hiring process for a new sales hire?

  • How big should your recruitment team be?

  • What are Larry's most commonly asked questions when interviewing?

  • What were Larry's biggest hiring mistakes? What did he learn from them?

  • How does Larry structure the comp? How does he get it right? What do most new hires care about today?

  1. The Onboarding: The Dos & Don'ts

  • How does Larry structure the onboarding process?

  • Why does Larry onboard new hires with big customers? What is the buddy system?

  • How does Larry tell if a new hire is bad? What are the biggest red flags to look out for?

  • What does Larry mean when he says "You can make all the physical errors, you cannot make mental errors?"

  • Does Larry agree with Max Levchin @ Affirm that "When there's doubt, there's no doubt?"

Jaksot(1394)

20 VC 002: How to become a VC with Kris Jones

20 VC 002: How to become a VC with Kris Jones

In this session of The Twenty Minute VC, I'm so excited to have the opportunity to interview Kris Jones. Kris has enjoyed an amazing career in the technology industry, founding PepperJam, an internet marketing agency in 1999 and later selling it to Ebay in April of 2010. More recently, Kris has made his transition into the Venture Capital Industry through the founding of an early stage technology investment fund, KBJ Capital, which includes portfolio companies Highlighter.com, French Girls App, ReferLocal.com, LSEO.com and many more incredible companies. In this session you'll learn: Why Kris decided to make the transition from the Startup ecosystem to the world of Venture Capital. How did it feel for Kris, selling his company to Ebay? What was the most important lesson Kris learnt in the journey from having the idea for PepperJam to being acquired by Ebay? What is the key characteristic a Founder must have? What can an individual do to get employed in the Venture Capital industry. Kris is also a prolific writer here are some of his articles, you can check out! Forbes: 15 Steps to Set Your Company Up for a Successful M&A Mashable: 9 Ways Social Media Marketing Will Change in 2014 Citibank: How to Impress a Potential Investor

13 Tammi 201522min

20 VC 001: Guy Kawasaki of Apple, Motorola and AllTop.com

20 VC 001: Guy Kawasaki of Apple, Motorola and AllTop.com

Welcome to the 1st episode of The Twenty Minute VC, on today's show we have Guy Kawasaki, Guy is the Founding Partner of Garage Technology Ventures, a seed & early stage venture capital fund investing in extraordinary entrepreneurs with unique technologies. Previously, he was Chief Evangelist of Apple Inc and an advisor to the Motorala Business Unit of Google. Guy is also the author of many best selling books including the recent best seller, The Art of Social Media: Power Tips for Power Users. In this episode we delve into: Why Guy made the transition into the VC industry? What is the most important aspect for a startup to have? What drives Guy insane about startup founders today? What books Guy gives to aspiring entrepreneurs? What software & apps Guy cannot live without? We then finish on a quick fire round where we discover Guy's thoughts on the future of Amazon, Tesla and whether we really are in the midst of a tech bubble. All of the products mentioned in todays show can be found at www.thetwentyminutevc.com If you love the show, please do leave a review on the iTunes store and don't forget to subscribe!

13 Tammi 201519min

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