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(1411)

20VC: Why I Do Not Regret Taking 'Peter Thiel Money', What Is The Difference Between Leadership & Management & What Conversations Are For The Founding Team Only with Tim Junio, Founder & CEO @ Qadium

20VC: Why I Do Not Regret Taking 'Peter Thiel Money', What Is The Difference Between Leadership & Management & What Conversations Are For The Founding Team Only with Tim Junio, Founder & CEO @ Qadium

Tim Junio is the Co-Founder and CEO @ Qadium, the startup that creates and organizes knowledge about the world's devices. They are backed by some of the best in the business including the likes of Fou...

3 Feb 201727min

20VC: The Fundamentals To Creating A Successful Venture Partnership & The Optimal Investment Decision Making Process with Ryan McIntyre, Co-Founder @ Foundry Group

20VC: The Fundamentals To Creating A Successful Venture Partnership & The Optimal Investment Decision Making Process with Ryan McIntyre, Co-Founder @ Foundry Group

Ryan McIntyre is a Co-Founder @ Foundry Group, one of the leading VC funds of the last decade with investments in the likes of Fitbit, SendGrid and Makerbot. Prior to Foundry, Ryan started his career ...

1 Feb 201730min

20VC: How 50% Of VCs Hurt Entrepreneurs, How To Build A Relationship Of Trust With Your VC and How Entrepreneurs Can Detect VC BS with Jason Mendelson, Co-Founder @ Foundry Group

20VC: How 50% Of VCs Hurt Entrepreneurs, How To Build A Relationship Of Trust With Your VC and How Entrepreneurs Can Detect VC BS with Jason Mendelson, Co-Founder @ Foundry Group

Jason Mendelson is Co-Founder @ Foundry Group, one of the leading VC funds of the past decade with investments in the likes of Fitbit, SendGrid and Makerbot just to name a few. Prior to Foundry Jason ...

30 Jan 201725min

20VC: Why You Should Build Your Investor Team Like A Sports Team & How To Leverage The Abilities Of Your Investors Effectively with Ted Blosser, Founder & CEO @ WorkRamp

20VC: Why You Should Build Your Investor Team Like A Sports Team & How To Leverage The Abilities Of Your Investors Effectively with Ted Blosser, Founder & CEO @ WorkRamp

Ted Blosser is the founder and CEO of WorkRamp, the startup that is transforming how the best companies like PayPal, Twilio, and Optimizely train and develop their employees. They are backed by top in...

27 Jan 201726min

20VC: Preparing For The Next Big Trend, Why Conversational Will Be The Next Big Thing & How Entrepreneurs Should View Market Size with Sarah Guo @ Greylock Partners

20VC: Preparing For The Next Big Trend, Why Conversational Will Be The Next Big Thing & How Entrepreneurs Should View Market Size with Sarah Guo @ Greylock Partners

Sarah Guo is an investor @ Greylock Partners, which she joined in 2013. Prior to Greylock, Sarah was at Goldman Sachs, where she invested in Dropbox and helped take Workday public. She advised pre-IPO...

25 Jan 201726min

20VC: Greylock's John Lilly on How Greylock Continues To Invest In The Next Big Markets, The Importance Of Building Tribes & Why There will Be Another Boom In Mobile

20VC: Greylock's John Lilly on How Greylock Continues To Invest In The Next Big Markets, The Importance Of Building Tribes & Why There will Be Another Boom In Mobile

John Lilly is a Partner at Greylock Partners, one of the world's leading venture funds of the past decade. At Greylock John has led investments in the likes of Instagram (acq by Facebook), Tumblr (acq...

23 Jan 201722min

20VC: Biggest Takeaways From Working With Paul Graham and Jessica Livingston, Why You Should Put Off Hiring For As Long As Possible & Why Seed Stage Investing Is All About Optimising The Top Of The Funnel with Harj Taggar, Founder & CEO @ Triplebyte

20VC: Biggest Takeaways From Working With Paul Graham and Jessica Livingston, Why You Should Put Off Hiring For As Long As Possible & Why Seed Stage Investing Is All About Optimising The Top Of The Funnel with Harj Taggar, Founder & CEO @ Triplebyte

Harj Taggar is the Founder & CEO @ Triplebyte, the startup that is changing the world of engineering recruitment by building a new kind of interview that evaluates tech skills, not credentials. They h...

20 Jan 201728min

20VC: How To Test The Strength Of Co-Founder Relations, The Dangers Of Raising A Large Series A & Why The Biggest Challenge For Consumer Companies Is Finding The Second Big Hit with Rishi Garg, Partner @ Mayfield Fund

20VC: How To Test The Strength Of Co-Founder Relations, The Dangers Of Raising A Large Series A & Why The Biggest Challenge For Consumer Companies Is Finding The Second Big Hit with Rishi Garg, Partner @ Mayfield Fund

Rishi Garg is a General Partner @ Mayfield Fund, where he focuses on new media platforms, disruptive financial services and new marketplaces. Prior to joining Mayfield, Rishi was as Vice President of ...

18 Jan 201731min

Populært innen Business og økonomi

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