20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves

20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves

Kim Graves is GM, Americas at Notion, where she oversees all Sales and Customer Success efforts across the region. She brings extensive experience in building and scaling high-performing sales organizations, most notably at Slack where she helped grow revenue from $6M to over $1.5B. In addition to her operational role, Kim serves as a founding partner at 20SALES, a GTM-focused VC firm, where she advises early-stage companies on scaling revenue and optimizing sales processes.

Agenda:

07:00 – The Secret to Winning a Discount Conversation

09:30 – Notion's Wild New Sales Method: Mindsets Over Stages

12:00 – Why Great Sellers Never Talk Product Too Soon

14:00 – How Slack Avoided the Biggest PLG Trap of All

17:00 – The Fatal Mistake Founders Make Layering Sales on PLG

20:00 – The "Renaissance Reps" That Build Billion-Dollar Motions

23:00 – How to Spot True Grit in a Sales Hire (Without Asking Directly)

26:00 – The Case Study Test That Filters Out Bullshitters

30:00 – The Real Reason Most Reps Fail Onboarding

33:00 – Should Reps Own Their Own Pipeline? Kim's Take Is Clear

36:00 – Why Cold Calling Works in 2025 (And Nobody Does It)

39:00 – The Sales Team Audit: The REKS Framework That Changes Everything

43:00 – How to Avoid Hiring the Wrong Rep Under Pressure

45:00 – When Sales Feels Second Class: PLG vs Enterprise Tension

47:00 – The One Thing Reps Still Do That AI Will Obliterate

50:00 – AI Sales Tools: Why Every Startup Is Failing to Get It Right

53:00 – Will We Have More or Fewer Reps in 5 Years?

56:00 – Enterprises Are Scared of AI – Here's How You Break In Anyway

59:00 – Kim's Secret for Getting Past Gatekeepers and Fake Champions

1:09:00 – Kim's Hardest Phase at Slack and How She Survived It

Jaksot(1428)

20VC: Arielle Zuckerberg @ Kleiner Perkins: A Review Of My First 6 Months in Venture

20VC: Arielle Zuckerberg @ Kleiner Perkins: A Review Of My First 6 Months in Venture

Arielle Zuckerberg, Partner @ Kleiner Perkins Caufield and Byers. Arielle Zuckerberg joined KPCB in 2015 and focuses on early-stage investments in the firm’s digital practice as part of the venture te...

15 Helmi 201628min

20VC FF 035: Why Crowdfunding Is Not Right For Tech Startups with Ryan Caldbeck @ CircleUp

20VC FF 035: Why Crowdfunding Is Not Right For Tech Startups with Ryan Caldbeck @ CircleUp

Ryan Caldbeck is the Founder & CEO @ CircleUp, the online investing platform that allows you to invest in innovative consumer companies. They have raised funding from some of the best including USV, M...

12 Helmi 201625min

20VC: The First Online Venture Fund Built On AngelList with Dustin Dolginow @ Maiden Lane

20VC: The First Online Venture Fund Built On AngelList with Dustin Dolginow @ Maiden Lane

Dustin Dolginow is the General Partner @ Maiden Lane, the first online venture fund which uses AngelList as it's operating system, serving as the institutional capital partner to the best angel invest...

10 Helmi 201624min

20VC: Gil Penchina on Building The World's Largest AngelList Syndicate with Flight.vc

20VC: Gil Penchina on Building The World's Largest AngelList Syndicate with Flight.vc

Gil Penchina is the Founder @ Flight.vc, a network of AngelList syndicates that covers a wide range of sectors from SaaS to security from Israel to England. Gil also has the title of the largest raise...

8 Helmi 201621min

20 VC FF 034: What Fintech Can Learn From Uber and The Shift From Financial Organisation To Financial Efficiency with Kelly Peeler, Founder & CEO @ NextGenVest

20 VC FF 034: What Fintech Can Learn From Uber and The Shift From Financial Organisation To Financial Efficiency with Kelly Peeler, Founder & CEO @ NextGenVest

Kelly Peeler is the Founder and CEO of NextGenVest, the College Money Mentor for every student, helping students navigate the financial aid and student loan application process. While at Harvard, Kell...

5 Helmi 201625min

20VC: The Evolution Of Mobile & The Importance Of Follow On Funding with Hadley Harris @ Eniac Ventures

20VC: The Evolution Of Mobile & The Importance Of Follow On Funding with Hadley Harris @ Eniac Ventures

Hadley Harris is the Founding General Partner at Eniac Ventures, the first seed stage venture fund focussed exclusively on mobile. Eniac's investments include the likes of Soundcloud, Airbnb, Elevate ...

3 Helmi 201624min

Index's Martin Mignot on Sourcing Rocketship Companies, Evaluating Founders and His Attitude Towards Risk At The Early Stage

Index's Martin Mignot on Sourcing Rocketship Companies, Evaluating Founders and His Attitude Towards Risk At The Early Stage

Martin Mignot is an early stage investor at Index Ventures where he specialises in SaaS, marketplaces and mobile. He is actively looking after Index's investments in Algolia, Blablacar, Capitaine Trai...

1 Helmi 201626min

20 VC FF 032: Jeff Seibert on Lessons From Being Acquired By Twitter & Box and Now Leading Twitter's Consumer Product

20 VC FF 032: Jeff Seibert on Lessons From Being Acquired By Twitter & Box and Now Leading Twitter's Consumer Product

Jeff Seibert is an experienced serial-entrepreneur and currently Senior Director of Product at Twitter. Previously, Seibert was the CEO of Crashlytics, which he co-founded in 2011 with Wayne Chang. Cr...

29 Tammi 201628min

Suosittua kategoriassa Liike-elämä ja talous

sijotuskasti
mimmit-sijoittaa
rss-rahapodi
psykopodiaa-podcast
rss-sisalto-kuntoon
ostan-asuntoja-podcast
sijoituspodi
rss-rahamania
inderespodi
herrasmieshakkerit
rss-h-asselmoilanen
rss-lahtijat
rss-startup-ministerio
io-techin-tekniikkapodcast
rss-vaikuttavan-opettajan-vierella
taloudellinen-mielenrauha
rss-uppoava-vn-laiva
rss-huomisen-talous
rss-myynnilla-on-asiaa-kert-kenner
rss-draivi