20Sales: ElevenLabs: Why We Set a 20x Sales Quota | How to Structure Sales Compensation Plans | Customer Success: 'Total BS' or Growth Engine? | Building an AI Sales Machine: What Tools & Tactics Must CROs Adopt Today with Carles Reina

20Sales: ElevenLabs: Why We Set a 20x Sales Quota | How to Structure Sales Compensation Plans | Customer Success: 'Total BS' or Growth Engine? | Building an AI Sales Machine: What Tools & Tactics Must CROs Adopt Today with Carles Reina

Carles Reina is VP of Sales at ElevenLabs, where he was the first investor and fourth employee. Carles has scaled the revenue org from Day 1 to over $350M in just 3 years. Carles is also an active investor with investments in ElevenLabs, Revolut, Happy Robot and more.

AGENDA:

00:00 - Is the Traditional CRO Dead in the Age of AI?

01:01 - Building the AI Sales Machine: Agents that Actually Generate Revenue

08:35 - Will AI Shrink the Sales Teams of the Future?

09:51 - The ElevenLabs Masterclass: Why We Set a 20x Sales Quota

11:00 - How to Structure Explosive Sales Accelerators

12:15 - Why You Should Stop Paying Commission on Pilots

14:00 - Customer Success: Is it 'Total Bullshit' or a Growth Engine?

16:15 - The 'Global-First' Fallacy: Why You Need to Open Every Market Now

17:23 - Why Startups Are Wrong to Ignore 20-Year Sales Veterans

19:15 - The Pipeline Construction Secret: Liquidity vs. Whales

24:30 - Forecasting the Unpredictable: How to Hit a $1B Revenue Target

31:55 - The Substitution Threat: Is AI Voice Just a Commodity?

34:10 - Verticalization Mistakes: Lessons from Scaling India

38:40 - The 'IBM Effect': Does Brand Actually Shorten Sales Cycles?

40:15 - Extreme Expectations: Why ElevenLabs is a Hard Company to Work For

42:15 - Internal Leaderboards: How to Use Public Competition to Drive Results

44:20 - Hunting the Obsessed: Identifying the 'Inner Psychopath' in Hires

46:40 - The SaaS Apocalypse: Will Companies Build Their Own CRM?

48:30 - Formula 1 Branding: The Mindset Behind the Audi-Revolut Deal

50:15 - Dinner vs. Conferences: Which Marketing Channels Actually Scale?

52:45 - Designing Un-Salesy Content: How to Run a Legendary Summit

54:20 - CVC Strategy: Turning Corporate Investors into Distribution Channels

01:01:45 - The Globalization Nightmare: Why You Can't Sell in English Everywhere

01:06:45 - Operator-Investors: Can You Be a High-Performer and a VC Simultaneously?

01:11:30 - Unit Economics in AI: Why Good Early Numbers Might Mean Failure

01:18:25 - The Next Wave: Why Foundational Model Consolidation is Inevitable

Episoder(1446)

20VC: Anthropic's $6BN Revenue Month | OpenAI Kills Sora & Hits $100M ARR on Ads | Oura Going Public & Whoop Raises at $10BN | Manus Founders Trapped in China & The Billionaire Tax: Anyone Left in California?

20VC: Anthropic's $6BN Revenue Month | OpenAI Kills Sora & Hits $100M ARR on Ads | Oura Going Public & Whoop Raises at $10BN | Manus Founders Trapped in China & The Billionaire Tax: Anyone Left in California?

AGENDA: 00:00 — Anthropic's Monster Month: 6 Billion in February Revenue 04:30 — The "Claude Mythos" Leak: 10 Trillion Parameters 11:50 — OpenAI Kills "Sora": A Massive Strategic Own Goal? 14:30 — Ope...

2 Apr 1h 9min

20VC: Marc Andreessen on The Future of Venture Capital: Will a16z Go Public | Why Labour Displacement with AI is Wrong | Why Introspection is Dangerous | Why "Diamonds in the Rough" is BS in VC | Why a16z Invested $300M into Adam Neumann

20VC: Marc Andreessen on The Future of Venture Capital: Will a16z Go Public | Why Labour Displacement with AI is Wrong | Why Introspection is Dangerous | Why "Diamonds in the Rough" is BS in VC | Why a16z Invested $300M into Adam Neumann

Marc Andreessen is a Co-Founder and General Partner at Andreessen Horowitz. The firm now manages over $90BN and has invested in the likes of OpenAI, Airbnb, Coinbase, Anduril and many more. Marc is an...

30 Mar 1h 12min

20VC: The Venture Model is Broken | You Need to be Greedy and Selfish to Win Early Stage Investing | Why Margins Do Not Matter for Early-Stage Startups | The Growth Rate that is Required in a World of AI with Gili Raanan, Founder @ Cyberstarts

20VC: The Venture Model is Broken | You Need to be Greedy and Selfish to Win Early Stage Investing | Why Margins Do Not Matter for Early-Stage Startups | The Growth Rate that is Required in a World of AI with Gili Raanan, Founder @ Cyberstarts

Gili Raanan is the Founder of Cyberstarts, one of the best performing venture funds of the last decade. He is famed for being the seed investor in Wiz, Islands and Cyera, leading to multiple 10x+ fund...

28 Mar 52min

20VC: Why You Need a $1BN Fund To Do Series A Today | OpenAI vs Anthropic: Who Wins Enterprise | SpaceX at $2TRN and Data Centers in Space | The $20BN Groq Deal Broken Down | Jeff Bezos' $100BN New Fund

20VC: Why You Need a $1BN Fund To Do Series A Today | OpenAI vs Anthropic: Who Wins Enterprise | SpaceX at $2TRN and Data Centers in Space | The $20BN Groq Deal Broken Down | Jeff Bezos' $100BN New Fund

AGENDA: 05:00 — Anthropic vs. OpenAI: Who Is Actually Winning the Enterprise War? 07:55 — "Air of Desperation": Is OpenAI Losing Its Invincibility? 18:00 — SpaceX at $2 Trillion: Elon's Insane Plan to...

26 Mar 1h 18min

20VC: Inside Anduril's $20BN Army Contract & Why Anduril Must Go Public | Why 99% of Drone Companies Will Die | Why There is Never an Ethical Question of How Anduril Products are Used with Matthew Steckman, President @ Anduril

20VC: Inside Anduril's $20BN Army Contract & Why Anduril Must Go Public | Why 99% of Drone Companies Will Die | Why There is Never an Ethical Question of How Anduril Products are Used with Matthew Steckman, President @ Anduril

Matthew Steckman is the President and Chief Business Officer of Anduril. Matt played a central role in securing the $20BN contract Anduril just won with the US military. Prior to Anduril, Matt served ...

23 Mar 53min

20Sales: Inside Figma's $1BN ARR Revenue Machine | Why We Do Not Have Customer Success or SDRs | Why I Do Not Believe in Sales Quotas with Shaunt Voskanian, CRO @ Figma

20Sales: Inside Figma's $1BN ARR Revenue Machine | Why We Do Not Have Customer Success or SDRs | Why I Do Not Believe in Sales Quotas with Shaunt Voskanian, CRO @ Figma

Shaunt Voskanian is the CRO @ Figma, where he has scaled the sales machine to over $1BN in ARR and over 400 people. Prior to Figma, Shaunt was Senior VP of Global Sales at Datadog where he scaled the ...

21 Mar 1h 2min

20VC: The Return of Travis Kalanick: Uber Would Be $1TRN Today With Him | NVIDIA Predicts $1TRN in Revenue: Everything You Need to Know From GTC | Anduril Lands $20BN Army Contract | Adobe CEO Shock Exit: The Dominos Falling

20VC: The Return of Travis Kalanick: Uber Would Be $1TRN Today With Him | NVIDIA Predicts $1TRN in Revenue: Everything You Need to Know From GTC | Anduril Lands $20BN Army Contract | Adobe CEO Shock Exit: The Dominos Falling

AGENDA: 04:02 NVIDIA's GTC: What You Need to Know 11:39 Meta's 20% Layoffs & Atlassian Lets Go of 1,600 21:42 How to Test AI Fluency in Employees 30:59 Anduril Lands $20BN Army Contract 46:46 Travis K...

19 Mar 1h 15min

20VC: The 8 Moats of Enduring Software Companies: How to Analyse for Durability and Defensibility in a World of AI | Why Dropouts are "AI Maxing" the World & Remote Early-Stage Companies are Dying with Gokul Rajaram

20VC: The 8 Moats of Enduring Software Companies: How to Analyse for Durability and Defensibility in a World of AI | Why Dropouts are "AI Maxing" the World & Remote Early-Stage Companies are Dying with Gokul Rajaram

Gokul Rajaram is one of the greatest operators turned investors of the last 2 decades. He is trusted as the go to advisor for the greatest founders in the world. Today he serves as a Board Director at...

16 Mar 1h 18min

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