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
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch27 Juni 2025

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

Avsnitt(1428)

20 VC FF 018: Brian Wong, Founder @ Kiip on Raising $30m in VC Funding by 24

20 VC FF 018: Brian Wong, Founder @ Kiip on Raising $30m in VC Funding by 24

Joining us in the hotseat today is a young man who is insanely smart, he skipped 4 grades in school and graduated University at just 17, at which point he moved to the states on his own and within mon...

23 Okt 201531min

20 VC 081: From YC to VC with Weston Gaddy @ Bain Capital Ventures

20 VC 081: From YC to VC with Weston Gaddy @ Bain Capital Ventures

Weston Gaddy is a Senior Principal at Bain Capital Ventures where he focuses on investments in early-stage companies and assists the portfolio operations group. Weston is also a YC alum with Frogmetri...

21 Okt 201524min

20 VC 080: How VCs Can Differentiate Themselves with Patricia Nakache, General Partner @ Trinity Ventures

20 VC 080: How VCs Can Differentiate Themselves with Patricia Nakache, General Partner @ Trinity Ventures

Patricia Nakache is General Partner at Trinity Ventures where she focuses on funding companies launching innovative online consumer and business services. Her portfolio of past investments is just ast...

19 Okt 201530min

20 VC 017: BETAWORKS WEEK: Kuan Huang, Founder @ Poncho

20 VC 017: BETAWORKS WEEK: Kuan Huang, Founder @ Poncho

For your chance to win a signed copy of Venture Deals by previous guest and legend, Brad Feld all you have to do is click the Click To Tweet Link here: http://ctt.ec/d1dE3 Kuan Huang, is the Founder o...

16 Okt 201524min

20 VC 079: BETAWORKS WEEK: East vs West Coast Investing with Peter Rojas, EIR @ Betaworks, Co-Founder @ Weblogs & Engadget

20 VC 079: BETAWORKS WEEK: East vs West Coast Investing with Peter Rojas, EIR @ Betaworks, Co-Founder @ Weblogs & Engadget

Peter Rojas is an entrepreneur-in-residence at betaworks focusing on early stage investments. Prior to joining betaworks he was VP of Strategy at AOL. He also co-founded several startups, including We...

14 Okt 201529min

20 VC 078: BETAWORKS WEEK: Matt Hartman, Director of Seed Investments @ Betaworks

20 VC 078: BETAWORKS WEEK: Matt Hartman, Director of Seed Investments @ Betaworks

Matt Hartman is director of seed investments at betaworks. Prior to joining betaworks, he was co-founder of ReferBoost, a profitable b2b company in the real estate and social media space, and JustBeca...

12 Okt 201529min

FF 016: Chad Fowler, CTO @ Wunderlist, App Of The Year 2013

FF 016: Chad Fowler, CTO @ Wunderlist, App Of The Year 2013

To win a signed copy of Venture Deals by Brad Feld, click the link below and like our Facebook page and you will be entered into the competition. https://www.facebook.com/The-Twenty-Minute-VC-76993509...

9 Okt 201526min

20 VC 077: Part 2: Kamal Ravikant: The Future Of Venture Capital

20 VC 077: Part 2: Kamal Ravikant: The Future Of Venture Capital

For your chance to win a signed copy of Venture Deals by previous guest and legend, Brad Feld all you have to do is click the Click To Tweet Link here: http://ctt.ec/Q41ZG Kamal Ravikant is an absolut...

7 Okt 201520min

Populärt inom Business & ekonomi

framgangspodden
badfluence
varvet
rss-jossan-nina
rss-borsens-finest
rss-svart-marknad
uppgang-och-fall
svd-tech-brief
rss-dagen-med-di
lastbilspodden
avanzapodden
fill-or-kill
rss-den-nya-ekonomin
rss-inga-dumma-fragor-om-pengar
rss-kort-lang-analyspodden-fran-di
borsmorgon
24fragor
bathina-en-podcast
ekonomiekot-extra
market-makers