20Sales: PLG and Early Adopter Sales are Gone, How to do Sales Forecasting in 2023, Why You Cannot Do PLG and Enterprise from Day 1 at the Same Time and Which is Easier to Start, How to Onboard, Manage and Scale Reps with Rich Liu, CRO @ Everlaw

Rich Liu is the CRO @ Everlaw and a unicorn GTM exec having scaled five multi-billion dollar tech unicorns across two IPOs, a successful acquisition, and numerous funding rounds. Prior to Everlaw, Rich architected the GTM motions for companies like Navan (TripActions), MuleSoft, and Meta (Facebook). As a result of his incredible success, Rich has been recognized as a 2021 Top 100 Global Sales Leader.

In Today's Episode with Rich Liu We Discuss:

1. Entry into the World of Sales:

• How Rich made his way from biochemistry into the world of sales?
• What is 1 takeaway from his time at Navan, Meta and Mulesoft that has shaped how he thinks about sales today?
• What does Rich know now that he wishes he had known when he entered the world of sales?

2. Sales Today: What is Happening?

• What are the biggest sales leaders saying today about price sensitivity and deal cycles?
• What has changed in the way companies buy software with the macro downturn?
• What do companies need to do to get deals over the line today?
• How do startups need to change the way they message to enterprises in order to sell today?
• How has the renewals process changed? What does this mean for customer success teams today?

3. PLG vs Enterprise: When and How?

• Is it possible to do both PLG and enterprise at the same time?
• Is it easier to start with enterprise and move to PLG or visa versa?
• How does the type of sales leader you need change dependent on the motion?
• When is the right time to move from founder-led sales to sales team?
• How does one know whether to hire a junior jack of all trades or a senior sales leader?

4. How To Hire The Best in Sales:

• How does Rich structure the hiring process for all new reps today?
• Does he use case studies to determine their depth and ability? Is the case study of the company they are interviewing at or a fresh company?
• What questions does Rich ask every candidate for a new role?
• What are some of the biggest red and green flags in how candidates talk in interviews?