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

Episoder(1413)

20VC: Why Valley Investors Are Really Gamblers, Why The Business Model of Selling To The Biggest Sucker Is Wrong & Why The Best Potential Hires Don't Care Who Your VC is with David Barrett, Founder & CEO @ Expensify

20VC: Why Valley Investors Are Really Gamblers, Why The Business Model of Selling To The Biggest Sucker Is Wrong & Why The Best Potential Hires Don't Care Who Your VC is with David Barrett, Founder & CEO @ Expensify

David Barrett is the Founder & CEO @ Expensify, the startup relieving the world's frustrations, one expense report at a time. With 35,000 companies and more than 5 million users, David has raised clos...

17 Nov 201727min

20VC: Why VCs Fundamentally Assess Founders The Wrong Way, Why VC Needs To Innovate On The Scouting Model & Why SAFE's and Convertible Notes Are The Future Of Investing with Elizabeth Yin, Founder & General Partner @ Hustle Fund

20VC: Why VCs Fundamentally Assess Founders The Wrong Way, Why VC Needs To Innovate On The Scouting Model & Why SAFE's and Convertible Notes Are The Future Of Investing with Elizabeth Yin, Founder & General Partner @ Hustle Fund

Elizabeth Yin is the Co-Founder & Managing Partner @ Hustle Fund, as they describe, the ventue fund for hilariously early hustlers. Elizabeth is also the co-founder of HustleCon, a conference series f...

15 Nov 201726min

20VC: a16z's Alex Rampell on The Struggle Between Innovation vs Distribution, When How To Determine Whether An Application is Optimised Through Centralised or Decentralised Networks & Why Most ICOs Today Are Ridiculous

20VC: a16z's Alex Rampell on The Struggle Between Innovation vs Distribution, When How To Determine Whether An Application is Optimised Through Centralised or Decentralised Networks & Why Most ICOs Today Are Ridiculous

Alex Rampell is a General Partner at Andreessen Horowitz where he leads the firms fintech investments and serves on the boards of Branch, PeerStreet, Point, and Quantopian. Prior to joining a16z, he w...

13 Nov 201741min

20VC: Why Self-Awareness Is The Most Important Characteristic For Founders, When Is The Right Time For A CEO To Hand Over The Reigns & What CEO's Can Learn About Company Culture From Teaching Middle School with Lloyd Tabb, Founder & Chairman @ Looker

20VC: Why Self-Awareness Is The Most Important Characteristic For Founders, When Is The Right Time For A CEO To Hand Over The Reigns & What CEO's Can Learn About Company Culture From Teaching Middle School with Lloyd Tabb, Founder & Chairman @ Looker

Lloyd Tabb is the Founder & Chairman @ Looker, the startup leader pioneering the next generation of business intelligence (BI). They have raised over $175m from some of the best in the business includ...

10 Nov 201724min

20VC: The Lean Startup's Eric Ries on The Missing Function of Entrepreneurship in Most Companies, Creating A New Accountability Paradigm & How To Structure Promotions and Compensation In The New Structure

20VC: The Lean Startup's Eric Ries on The Missing Function of Entrepreneurship in Most Companies, Creating A New Accountability Paradigm & How To Structure Promotions and Compensation In The New Structure

Eric Ries is the author of International Bestseller, The Lean Startup, which changed the language of business introducing terms such as A/B testing, MVP and "pivoting". The book has sold over 1m copie...

8 Nov 201724min

20VC: Oren Zeev on Why Diversification Does Not Work, Thesis Based Investing Is Sceptical & Partners Mostly Stay Together For LPs

20VC: Oren Zeev on Why Diversification Does Not Work, Thesis Based Investing Is Sceptical & Partners Mostly Stay Together For LPs

Oren Zeev is the Founding Partner @ Zeev Ventures, one of Silicon Valley's most under the radar but high performing funds with a portfolio including the likes of Houzz, Chegg, Audible, Bonobos and rec...

6 Nov 201732min

20VC: What Is Core To The Best Investor - Founder Relationships, The Biggest Risk For Founders In The Early Days & Why EQ Is The Most Important Trait For Managers with Jack Altman, Founder & CEO @ Lattice

20VC: What Is Core To The Best Investor - Founder Relationships, The Biggest Risk For Founders In The Early Days & Why EQ Is The Most Important Trait For Managers with Jack Altman, Founder & CEO @ Lattice

Jack Altman is the Founder & CEO of Lattice, actually our partners for this month on the show and as you will hear, they are the #1 performance management solution for growing companies. Lattice have ...

3 Nov 201725min

20VC: Y Combinator's Paul Buchheit on Creating Gmail Version 1.0 & Leadership Lessons from Working With Zuckerberg and Larry Paige

20VC: Y Combinator's Paul Buchheit on Creating Gmail Version 1.0 & Leadership Lessons from Working With Zuckerberg and Larry Paige

Paul Buchheit is a Partner @ Y Combinator, the world's most successful accelerator with portfolio companies including the likes of AirBnB, Dropbox, Stripe, Zenefits, Twitch, the list goes on. Before Y...

1 Nov 201728min

Populært innen Business og økonomi

stopp-verden
dine-penger-pengeradet
e24-podden
rss-penger-polser-og-politikk
rss-borsmorgen-okonominyhetene
finansredaksjonen
utbytte
pengesnakk
pengepodden-2
livet-pa-veien-med-jan-erik-larssen
morgenkaffen-med-finansavisen
lydartikler-fra-aftenposten
tid-er-penger-en-podcast-med-peter-warren
okonomiamatorene
lederpodden
rss-markedspuls-2
rss-investering-gjort-enkelt
flypodden
shifter
rss-fa-makro