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Fireside Chat with Matt Cameron,
Founder @ SaaSy Sales Leadership
Fireside Chat with Matt Cameron, Founder @ SaaSy Sales Leadership
Learn from Matt Cameron.
With legendary sales leadership experience on his resume, like time at Salesforce and Yammer, it's clear why Matt created SaaSy Sales Leadership.
SaaSy Sales Leadership focuses on the cascading impact of developing go-to-market leaders and their supporting functions. They bring battle-field certified practitioners in to lead SDR, AE, and CSM management, sales ops, and sales engineering training.
Before SaaSy, Matt has incredible experience like:
+ Leading teams in APAC, Europe, and the US
+ $20M deals at HP Enterprise (EDS) with 2 year bid pursuits
+ 2 * VP Sales Series A to Series B in companies that didn't have PMF (so many learnings to share)
You can expect this Fireside Chat to cover a breadth of topics like:
+ The modern way to coach for sales leaders and sales manager will be to provide hyper-personalized coaching for their reps.
+ Domain expertise is the way to build a great sales career and to beat quota. Be a peer and educate your buyer, don't just sell.
+ If you want to get anywhere in modern leadership you MUST commit to a DEI education journey and engage.
+ Sales training doesn't work like it's supposed to. Sales trainings and methodology rollouts still don't stick (and never really have). More training won't solve the problem, but Matt knows what does.
Discussion topics
Sales Training is not working as intended
Domain expertise is the way to build a great sales career and to beat quota
DEI education and its place amongst modern leadership
Key Takeaways
You want to be able to establish peer-level credibility. When you’ve done this, you can then limit the options of the buyer, “If I were in your shoes I would do this.” To reach this level, you must pick a lane and layer on expertise, reading books on subject matter that relates to your field is a great way to do that.
Learn from your customers. Have a customer be a guest and speak at one of your team’s meetings. They can speak on why they bought, how they use your product and most importantly explain what they think about on a daily basis. People like people who are like them, so learn how to get into the same mindframe of your potential customers.
When moving up market hire a tenured enterprise rep and have them redesign the sales motion. Don’t promote a mid-market rep to enterprise, that can be a recipe for disaster.