CRO Front, LB Harvey: Moving Up-Market + Operational Excellence

Many successful LinkedIn alumni have been welcomed as guests on this podcast — and this week, the insightful LB Harvey will be joining those ranks.

After starting her sales career as a Sales Executive at Corporate Executive Board, LB spent six years as an account executive and sales leader at LinkedIn before moving to Intercom to work in sales leadership. Now, LB serves as Chief Revenue and Success Officer of Front, a growing company creating a customer communication platform.

On this episode of Go to Market Grit, Joubin and LB talk about authenticity in the workplace, interviewing job candidates, and tips for successfully bringing a company up-market.

In this episode, we cover:

• Why LB decided to leave LinkedIn — and how she built cross-functional go-to-market knowledge. (3:13)
• 'A high-quality revenue machine': LB's current company, Front, and its customer communication platform. (7:12)
• The 'inner competitor' within LB, the innate and learned aspects of confidence, and the importance of staying authentic. (11:24)
• The importance of being clear with job candidates about the opportunities, challenges and expectations of the role. (22:36)
• Why LB is 'biased against' having team members partake in the evaluation of a manager or director level job candidate. (26:55)
• Asking sales job candidates how they prioritize their calendars to evaluate for intensity, productivity and speed. (29:18)
• The importance of executive alignment when working to bring a company up-market. (31:59)
• Why investing in sales operations is critical in the early stages of bringing a company up-market. (37:06)
• The benefits of outbound sales — and why sales leaders should focus on operational excellence. (39:44)
• What the word grit means to LB. (43:28)

Links:

• Connect with LB
  • Email: lb.harvey@frontapp.com
• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: gtmg@kleinerperkins.com
• Learn more about Kleiner Perkins