Hunters and Unicorns12 Juli 2023

Hunters and Unicorns | The Playbook Universe - Seth Olsen #010

Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success.

We aim to uncover:

• Strategic Pipeline Principles

• Lessons derived from the Customer Engagement Model

• The role of Culture. How does an environment which nurtures learning directly facilitate tangible success?

Today we are joined by Seth Olsen, Country Manager for the Northern European region for MicroStrategy. His role includes leading GTM teams for six countries with focussed disciplines including sales, marketing, partner and business development. Seth champions the MEDDPICC playbook and also focuses on PG and net-new focus.

In this Hunters and Unicorns podcast, Seth reflects on his pinnacle moments at high calibre playbook-centric companies such as MicroStrategy, Snowflake and Birst. Don’t miss it! Seth is a renowned and proven leader, with successes as both an individual contributor and as a senior leader.

When discussing his journey as an Account Executive, Seth shares with us his average attainment of over 200%, including his best year which saw him achieve over 470% of his target. Seth also touches upon closing large seven-figure deals - The largest in excess of $4M!

As a Senior Leader, Seth discusses how he rebuilt an underperforming region - over just three quarters, he transformed the results from 30% of the quarterly achievement to 210%. The period of transition between being a SDR for EMEA to being a Leader for the EMEA and APAC regions was a space for exponential learning and growth for Seth. He shares his lessons regarding people strategy, business tactics, quotas and targets whilst also making an impact on peoples’ careers.

Seth also discusses his quest for operating in an environment where he can continuously learn more. Amidst numerous seven-figure deals, it was his thirst for knowledge that kept propelling forward his phenomenal career. In this insightful episode, Seth discusses what the future looks like for him at MicroStrategy. From a product perspective, with new products released moments ago to more coming out imminently, to their evolved GTM global strategy, Seth discusses the sophisticated style MicroStrategy will continue to add huge value to their clients moving forward.

Det här avsnittet är hämtat från ett öppet RSS-flöde och publiceras inte av Podme. Det kan innehålla reklam.

Avsnitt(100)

If You Think Taking Time Off Means You Are Losing — This Conversation Will Change Your Mind

What happens when one of the most intense, competitive leaders in software sales finally decides to slow down? For Alex Patman, former CRO at Drata, stepping away from the game wasn't about losing hi...

9 Sep 1h 10min

From Terrible Manager to CEO — Here Is the Leadership Lesson That Changed Everything

What does it take to go from a Manager to a CEO—and become the kind of leader who helps others surpass you? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Christ...

26 Aug 1h 4min

The REAL Reason Your Sales Team Is Only Selling 25% of the Time — And What Fixes It

What separates a productive sales team from one buried in operational work? For Srinivas Bandi, it comes down to eliminating the endless toil that keeps sellers away from actually selling. In this epi...

20 Aug 1h 4min

This is why Every Company's Partner Strategy Is Broken From Day One

What separates a good partner strategy from a truly transformational one? For Akshay Rao and Tom Henderson, it comes down to one thing: turning partner strategy into real field execution. In this epis...

13 Aug 1h 15min

7x World Record Holder: Stop Chasing Motivation — Here Is the System That Actually Works

What if motivation is actually the thing holding you back? In this episode of Hunters and Unicorns, hosts Simon Kouttis and Ollie Kuehne sit down with Sean Conway, an eight-time world record holder, e...

15 Juli 1h 14min

Scaled MongoDB From $35M to $2B — Why He HATES the Word Playbook

What does it really take to scale a software company from $35M to $2B ARR? In this episode of Hunters & Unicorns, Simon Kouttis and Ollie Kuehne sit down with Dan Barrett, SVP International at Figma a...

24 Juni 56min

MongoDB Global VP: Why Everything You Know About Enterprise Sales Is Wrong in 2026

In this episode of Hunters & Unicorns, hosts Simon Kouttis and Ollie Kuehne sit down with Olivier Zieleniecki, Global Vice President of Partners at MongoDB, to discuss why the future of enterprise sal...

17 Juni 46min

How Do Elite Sales Leaders Actually Scale From $0 to $100M+?

In this episode, Peppa Wise, SVP of Go-To-Market at Multiverse, breaks down the real differences between scaling from 0 to 10 million, 10 to 100 million, and beyond. From early-stage hustle and chaos ...

27 Maj 55min