Grit

Laura Palmer will never forget the first big technology sales deal she ever closed.Having only worked professionally as an inside sales rep, Laura took a leap of faith early in her business career and negotiated a half-a-million deal with a customer while “kind of knowing what I was doing and kind of not knowing what I was doing,” she says. So when Laura stood up for herself by telling the CEO of her company that she believed she should be promoted to a field rep, it’s no surprise she was given the job on the spot.Since then, Laura — who now serves as Vice President of Sales, Americas & EMEA at Unity Technologies — has built an extremely successful career in sales and sales leadership. On this episode of Go to Market Grit, Joubin and Laura talk about returning to the office in a post-COVID world, as well as the importance of building relationships with customers by physically showing up.In this episode, we cover:From inside sales to top field rep: How Laura 'demanded the ball', closed a large sales deal, and earned a promotion. (0:52)Career changes: Laura's story of leaving Google — and what her decision making process looked like. (8:02)Unity Technologies: Unity's successful video game engine — and the applications this technology has outside of gaming. (16:19)Create and operate: The 'two sides' to Unity Technologies' business operation — and the company's 'complicated' go-to-market model. (18:55)Finding a balance: The framework through which Laura is making decisions on how to run her sales team post-COVID — and the importance of community building within an organization. (23:42)People buy from people': Why Laura believes that field sales is not 'dead' — and redefining 'inside sales' to 'strategic sales.' (29:51)Joubin and Laura share stories about the value of building relationships with business customers by physically showing up. (32:59)Gaining satisfaction as a leader by helping people grow and learn — and how women can help other women succeed in business. (38:24)How Laura defines grit. (43:19)Links:Connect with LauraLinkedInEmail: laurap@unity3d.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

7 Jun 202145min

Throughout his over 18 years working for the Golden State Warriors, Brandon Schneider has held several positions and seen it all.From the depths of rarely making the playoffs, to the heights of making it to the NBA championship five times in a row with three wins, Brandon has held 10 titles at the Warriors — most recently, the role of President and Chief Operating Officer.On this episode of Go to Market Grit, Joubin and Brandon geek out over their shared love of the Golden State Warriors, talk about building resilience in business, and the traits Brandon looks for in new sales hires.In this episode, we cover:Record-setting: The Golden State Warriors’ recent successes and its $4.7 billion valuation. (2:01)Making an impact: Why Brandon stuck with working at the Warriors during the team's downturn — and the importance of finding a job you love. (6:20)How the Golden State Warriors evolved after Joe Lacob and Peter Guber took charge — and the importance of hiring and recruiting great talent. (12:44)Fan experiences, arenas, and digital presence: Creating an economically sustainable business despite 'the inevitable ups and downs of a basketball team.' (22:03)Why the Warriors look at talent and character when recruiting athletes — and the relationship between fan experience and revenue. (26:49)Building resilience in business: Withstanding adversity and making the most out of challenges. (31:17)Work ethic, passion and confidence: The traits Brandon looks for in sales hires — and the parallels between sales and athletics. (34:51)How the digital age has changed the importance of geographical markets in professional sports. (38:43)How Brandon defines grit. (41:53)Links:Connect with BrandonLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

31 Mai 202144min

By her own admission, Kayti Sullivan was having a “quarter-life crisis” when she realized the jobs she could get with her Masters degree in Early European Art were not careers she had envisioned.What followed for Kayti was the start of an incredibly successful twelve-year run in sales leadership at Yelp — where she traveled the globe and rose through the ranks. Now, Kayti is Chief Revenue Officer at The RealReal, an online marketplace for authentic luxury consignment.On this episode of Go to Market Grit, Joubin and Kayti discuss the importance of falling in love with learning, what it takes to go from being an individual contributor to a manager, and strategies for balancing work and personal life.In this episode, we cover:Falling in love with learning: The connection between intellectual curiosity and success — and why Kayti believes that 'leaders are readers.' (2:47)From art history to Yelp: Kayti's story of finding her career in sales. (10:20)'Competitor to advocate': How Kayti went from salesperson to sales manager at Yelp — and how to succeed during transitional periods. (20:20)Careers and relationships: Why Kayti 'never really questioned' moving across the globe for jobs. (28:03)'Play the tape all the way to the end:' How Kayti prioritizes tasks when leading high-growth, high-opportunity companies. (31:24)‘Time is only one measurement:’ Strategies for balancing work and personal life. (35:06)Why Kayti left Yelp in 2019 — and what she saw in The RealReal. (47:02)How Kayti defines grit. (51:41)Links:Connect with KaytiEmail: kayti.sullivan@therealreal.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

24 Mai 202154min

For Thomas Hansen, chasing a passion was key to unlocking the path toward an impressive career. An avid windsurfer, Thomas started his professional life managing a small windsurfing company in Denmark — an experience where he learned what it takes to succeed.Now, Thomas serves as Chief Revenue Officer of UiPath, a growing business that develops software for robotic process automation — freeing up time for companies to focus on innovation. On this episode of Go To Market Grit, Thomas and Joubin discuss essential communication tips for sales leaders, as well as how to balance the science and art of sales.In this episode, we cover:Accountability, consistency, and predictability: The sales lessons Thomas learned during his early career working for Dell in Denmark. (0:59)'It’s the passion in my life': Thomas talks about his love of windsurfing. (6:15)How UiPath helps companies free up time through automation software — and the methods Thomas used to assess the company’s technology. (9:33)Breadth vs. Depth: Why Thomas believes in the importance of getting exposure to different disciplines, functions, and geographies. (17:15)'Crisp, and clear, and to the point:' How Thomas connects with his global sales team during the COVID-19 pandemic. (20:40)The importance of sharing difficult feedback with people as early as possible 'in an authentic, humble and kind way.' (24:50)Using reference calls to determine the qualities of a job candidate. (28:56)Coupling science-enabled sales techniques with the art of connecting with a customer. (32:16)How Thomas defines grit. (41:04)Links:Connect with Thomas HansenUiPath's websiteConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

17 Mai 202143min

Marcy Campbell knows a thing or two about taking risks. Over her almost 40 years in business, Marcy’s worked at 11 different startups — building several sales organizations from the ground up.Now, as Vice President of Global Professional Services at PayPal, Marcy employs grit on a daily basis as she leads sales teams on the newest company products. On this episode of Go to Market Grit, Joubin and Marcy discuss the challenges women face in business, creating sales motions and the qualities of a successful sales rep.In this episode, we cover:Marcy's career working at 11 startups — and the challenges women face in reaching senior sales positions. (1:05)'I’ve never done anything in a straight line': Taking risks and finding success. (7:50)'Fail up': Using the lessons learned from failure to take more risks. (12:48)How Marcy deals with always having been ‘the underdog’ — and why she mentors other women. (16:11)Being 'immersed in the actual event of learning' — and how failure builds maturity. (19:26)Why understanding a company's products, customers, and market dynamics is key to establishing successful sales motions. (23:19)Collaboration and chemistry: The characteristics that Marcy looks for in companies she's looking to join. (28:20)Belief, commitment and support: What it takes to work at a company where 'there's a puzzle to fix.' (30:27)Why Marcy goes on 'a big listening tour' to understand all aspects of a company when she first joins. (34:30)The value of curiosity and intelligence in a sales rep — and the qualities Marcy evaluates in sales candidates for during job interviews. (37:15)How Marcy defines grit. (43:59)Connect with MarcyLinkedInEmail: marcycampbell@paypal.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

10 Mai 202146min

In 2008, when Ryan Longfield took a contracted account executive position at LinkedIn without any prior sales experience, he knew he had to be “all-in.” “‘I’ll sleep under my desk if I have to,’” Ryan remembers telling a recruiter who asked if he was worried he won’t be able to hit $50,000 in sales in only three months. Now, after an almost 10-year run at LinkedIn where he worked in five different sales positions, Ryan serves as Chief Revenue Officer of Gong, a revenue intelligence platform for B2B sales teams. On this episode of Go to Market Grit, Joubin and Ryan have a wide-ranging discussion about the importance of pushing boundaries as well as failure.In this episode, we cover:'I was all-in': Ryan's experience as a contracted account executive at LinkedIn in 2008 having never previously done sales — and what motivates him. (2:52)The importance of setting boundaries and creating a healthy work-life balance. (9:46)Why Ryan believes that 'constantly remaining uncomfortable’ is key to career acceleration. (17:10)Learning from the process that led to failure versus focusing solely on the failure itself. (20:43)Imposter syndrome, insecurity, and the benefits of having diversity of perspective. (27:16)Why Ryan believes that quotas should "represent a minimum bar for effectiveness" in sales roles. (37:03)How Ryan's current company, Gong, gives leaders insight into the sales conversations reps have with buyers. (39:17)Coachability; previous history of success; intelligence and business acumen; grit; and curiosity: Attributes of a great sales rep. (48:01)How Ryan defines grit. (51:35)Guest: Ryan Longfield, Chief Revenue Officer of GongLinks:Connect with Ryan LongfieldLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

3 Mai 202153min

When it comes to building startups from the ground-up, Brendon Cassidy knows it all: Having held some of the first sales leadership roles at LinkedIn, Echosign, and Talkdesk, Brendon helped position each company for success. Now, Brendon consults startups on go-to-market operations as founder of his own consulting firm, Cassidy Ventures. On this episode of Go to Market Grit, Joubin and Brendon talk about what Brendon learned throughout his impressive career working at successful startups, as well as what Brendon looks for in new sales hires when building a team.In this episode, we cover:How Brendon became one of the first 20 employees at LinkedIn during the company's early days — and how he helped LinkedIn monetize its recruiting services. (3:17)The sales leadership lessons Brendon learned at LinkedIn and his departure from the company in 2008. (10:29)'I'm betting on me': How Brendon became VP of Sales at Echosign as one of the company's first employees after working at LinkedIn. (15:34)Startup number three: How Brendon helped build Talkdesk's sales operation as the company's first United States employee after working at Echosign. (20:26)Why Brendon looked for drive and commitment in new sales hires when building a team at Talkdesk. (23:58)'Don’t quit; don’t give up; be solution-oriented': Dealing with failure and hardship in business. (26:31)Hiring a VP of Sales: Brendon's take on stretch VPs and why "a diverse search" is key to the right hire. (38:58)How Brendon defines grit. (49:00)Links:Connect with Brendon CassidyLinkedInEmail: brendon@cosell.ioConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

26 Apr 202150min

As Chief Revenue Officer of cloud content management and file sharing company Box, Mark Wayland and his team have taken on a “land, adopt, and expand” business model to attract new buyers across various industries and locations.This strategy seems to be paying off — according to Box, 68% of the Fortune 500 currently use the SaaS company’s products.On today’s episode of Go To Market Grit, Joubin and Mark talk more about Box’s go-to-market strategy, as well as the importance of learning from failure.In this episode, we cover:The importance for a sales leader to hone sales operation and strategy skills. (3:01)How sales has changed as technology evolves. (9:37)How Box is changing how people work through cloud content management — and why sales leaders should focus on forging a positive workplace culture. (18:25)Selling across segments: Box's go-to-market strategy. (24:29)Why Box aspires to be a ‘trusted advisor’ to enterprise businesses. (27:16)How remote work during the COVID-19 pandemic has made it more difficult for Mark to make personal connections with his sales team. (31:27)'You have to fail a lot in order to succeed': How Mark defines grit. (33:58)'Land, adopt, and expand': Box's future plans for growth. (43:03)Links:Connect with Mark WaylandLinkedInBox’s websiteConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner Perkins

19 Apr 202149min