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

20Sales: Why You Need a CRO Pre-Product | Why Remote Sales Teams Do Not Work | How Snowflake Built a Sales Machine with Chad PeetsChad Peets is one of the greatest sales leaders and recruiters of the last 25 years. From 2018 to 2023, Chad was a Managing Director at Sutter Hill Ventures. Chad has worked with the world's best CEOs and CROs to build world-class go-to-market organizations. Chad is currently a member of the Board of Directors for Lacework and Luminary Cloud and on the boards of Clumio and Sigma Computing. He previously served as a board member for Astronomer, Transposit, and others. He was an early-stage investor at Snowflake, Sigma, Observe, Lacework, and Clumio. In Today's Discussion with Chad Peet's We Discuss: 1. You Need a CRO Pre-Product: • Why does Chad believe that SaaS companies need a CRO pre-product? • • Should the founder not be the right person to create the sales playbook? • • What should the founder look for in their first CRO hire? • • Does any great CRO really want to go back to an early startup and do it again? • 2. What Everyone Gets Wrong in Building Sales Teams: • Why are most sales reps not performing? • • How long does it take for sales teams to ramp? How does this change with PLG and enterprise? • • What are the benchmarks of good vs great for average sales reps? • • How do founders and VCs most often hurt their sales teams and performance? • 3. How to Build a Hiring Machine: • What are the single biggest mistakes people make when hiring sales reps and teams? • • Are sales people money motivated? How to create comp plans that incentivise and align? • • Why does Chad believe that any sales rep that does not want to be in the office, is not putting their career and development first? • • Why is it harder than ever to recruit great sales leaders today? • 4. Lessons from Scaling Sales at Snowflake: • What are the single biggest lessons of what worked from scaling Snowflake's sales team? • • What did not work? What would he do differently with the team again? • • What did Snowflake teach Chad about success and culture and how they interplay together? •

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20VC: The Biggest Trend Of Our Lifetime Is The Decentralisation of Entrepreneurship Away From The Valley, The Biggest Lessons From Learnings The Craft of VC at Sequoia & The Benchmarks Required to Attract Growth Investors with Chris Olsen, Founding PartneChris Olsen is the Founding Partner @ Drive Capital, the venture firm that believes the Midwest is the opportunity of our lifetime with more entrepreneurs building billion-dollar companies in the Midwest than in the last 50 years combined. Since inception in 2012, Drive have built an exceptional portfolio including the likes of Duolingo, FarmLogs, LeadPages and Udacity. As for Chris, prior to founding Drive he was a Partner @ Sequoia Capital on the West Coast where he learned the craft from some of the very best in the business. Before that he spent time at both TCV and UBS. In Today's Episode You Will Learn: 1.) How Chris came to found the largest venture fund in the midwest, Drive, from being a Partner @ Sequoia Capital and learning the craft of venture there? 2.) Why does Chris believe that the biggest trend we will live through is the decentralisation away from Silicon Valley? What are the essential ingredients an ecosystem requires in order to foster this thriving tech hub? What does Chris believe it is fundamentally essential for companies to be in close proximity to? 3.) How does the lack of venture funds in the Midwest affect Chris' views on pricing? Would Chris agree with Peter Fenton, "never turn down a company based on valuation, it is a mental trap"? How does Chris look to differentiate between expensive and too expensive? 4.) How does Chris think about reserve allocation with Drive? What framework does Drive adopt to determine where to allocate reserve dollars? How does the shortage of follow-on investors in the midwest impact Chris' approach to follow on financing? What level does a company need to be in order to attract attention from larger growth funds? Items Mentioned In Today's Show: Chris' Fave Book: The Old Man and The Sea Chris' Most Recent Investment: Duolingo As always you can follow Harry, The Twenty Minute VC and Chris on Twitter here! Likewise, you can follow Harry on Instagram here for mojito madness and all things 20VC. Cooley is a global law firm built around supporting start-ups and the venture capital firms that fund them. Now we have spoken before about their forming the first venture fund in Silicon Valley, and forming more VC funds than any other law firm in the world but Cooley also represents more than 6,000 high-growth startups across the globe – through the full company life cycle. They are the #1 law firm for VC-backed exits (M&A and IPO) ranked by PitchBook, and since 2014 has represented more companies in their IPOs than any other law firm. Simply head over to Cooley.com or you can check them out at Cooleygo.com.

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The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

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