Throughout Sean‘s most up-to-date working function he spent 4.5 years as SVP, World Gross sales at Klaviyo. He helped scale the gross sales group from 15 to 300 folks, whereas rising annual recurring income from $25m to over $450m. Previous to Klaviyo, Sean served in enterprise gross sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B). He was one of many first few reps employed at Yammer to promote into the Fortune 500, chargeable for closing a few of their largest, 7-figure contracts. In 2022 Sean made the change from operator to investor, presently serving as Managing Associate at Perkins Cove Companions. Over the previous few years he has suggested and invested in lots of B2B SaaS firms, notably targeted on serving to with Go-To-Market.
What you’ll study
- The significance of leveraging your connections
- Strategically pulling in each gross sales workforce inside your org to orchestrate offers
- How you can rent the most effective AE’s to your firm
- How you can be an efficient storyteller
- Optimizing totally different elements of your funnel in an effort to extract incremental {dollars}
Highlights
(2:57) Sean Marshall’s success attributor
(5:35) Transferring as much as enterprise from a PLG targeted firm
(9:36) Beginning gross sales conversations – successfully positioning enterprise reps
(14:10) Realizing while you’re able to go upmarket
(19:28) The make-up of enterprise pods that had been arrange at Klaviyo
(22:05) Why CSM’s must be aside of the early deal cycles and never simply publish gross sales
(23:45) A pivotal story that led Sean into Gross sales
(29:39) How you can consider an AE successfully in an interview
(34:09) What it means to be a powerful story teller
(39:00) How you can create a extra environment friendly gross sales engine
(47:35) All the time supply your clients optionality
(50:18) The significance of leveraging your referrals in a gross sales cycle
Hyperlinks and Sources
Sean’s Linkedin: https://www.linkedin.com/in/seanmarshall82/
Sean’s Twitter: https://twitter.com/SeanMarshall1
The Biggest Gross sales Deck I’ve Ever Seen | by Andy Raskin
The publish GTM 68: Klaviyo’s Blueprint for Gross sales Success of $25M to $450M+ Development with Sean Marshall appeared first on GTMnow.
