Dennis Lyandres is at present an Advisor at Iconiq Capital. Earlier than that, Dennis spent 8.5 years with Procore throughout which period Procore grew from $10m to over $900m+ in income and went public on the NYSE. Dennis began at Procore as EVP of Gross sales in 2014, earlier than shifting to the CRO function in 2018 the place he was liable for driving income throughout all customer-facing capabilities together with Gross sales, Advertising, Buyer Success, Rev Ops, Procore.org and Enterprise Growth. Earlier than becoming a member of Procore, he held numerous gross sales and gross sales administration roles at Cloudera and Pentaho.
Mentioned on this Episode:
- Making use of the idea of Worth’s Legislation to determine and maximize the affect of prime expertise in a corporation.
- Go-to-market methods for vertical SaaS corporations to win of their market, reminiscent of going hyperlocal and specializing in multi-product.
- The significance of hiring for potential and expertise with scale over area experience.
- Private progress classes on reframing your relationship with drive and ambition.
Highlights:
(13:23) Making use of Worth’s Legislation to determine and maximize prime expertise.
(18:13) Overcoming HR pushback on applications for prime performers.
(28:35) Rallying the entire group round key buyer accounts.
(32:02) Go-to-market methods for vertical SaaS: going hyperlocal and specializing in multi-product.
(55:15) One factor income leaders imagine to be true that Dennis thinks is bull$***.
Visitor Speaker Hyperlinks & Referenced Useful resource (Dennis Lyandres):
LinkedIn: https://www.linkedin.com/in/dlyandres
ICONIQ Report: Gross sales Management, A Hiring Blueprint
Host Speaker Hyperlinks (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Sponsors:
- Delivered to you by Upland Altify. A number one supplier of AI-enhanced gross sales options, Altify is designed to assist income groups work smarter. This Salesforce-native suite of gross sales options empowers vendor productiveness, streamlines workflows, and uncovers hidden alternatives – all resulting in vital income progress – be taught extra.
- Delivered to you by Vanta. With Vanta Questionnaire Automation, go-to-market groups can full safety evaluations as much as 5 instances sooner, serving to you shut offers in much less time than ever. Over 8,000 world corporations use Vanta to streamline safety questionnaires and shut offers quick. Go to vanta.com/gtmnow to be taught extra.
- Delivered to you by IPS. Most recruiting companies fill an order, however IPS is a distinct breed of search agency. They dig into your small business to grasp its present state and the long run imaginative and prescient and are relentlessly in pursuit of the perfect leaders, gross sales individuals, entrepreneurs, and engineering expertise on the market.
The GTM Podcast
Options conversations with the highest 1% of tech executives, VCs, and founders – the consultants who’ve ‘been there, accomplished that’ to construct a few of the fastest-growing software program corporations. Each week, a visitor joins Scott Barker to dissect their tales – revealing what labored, what didn’t, and the way issues truly went down.
