Robert Brooks IV has spent 12 years main gross sales, advertising and buyer success at early-stage startups. Usually, he has served as the primary gross sales (and first non-technical) rent reporting on to a technical founder. Robert began his profession at Charles Schwab however joined Stack Overflow ($1.8B exit), then Tempo Automation ($900M IPO) and is now a part of the founding workforce and VP of Income at Lambda ($1.5B valuation). Robert is an advisor to a number of top-tier VC corporations and a few of the most high-profile AI startups in Silicon Valley.
Mentioned on this Episode:
- The significance of deeply understanding your trade and product when promoting AI.
- practice your gross sales workforce to promote to extremely technical consumers and decision-makers.
- Making use of the idea of neural networks to enterprise gross sales processes.
- Methods for turning round difficult buyer relationships, with a case examine on closing SpaceX and rising it from 0 to 10M ARR.
- The function of empathy, curiosity, and real care in profitable gross sales and partnerships.
- Ways for scaling income in robust financial occasions, from personalised govt briefings to strategic occasion presence.
Highlights:
(10:27) Robert’s background and early involvement in AI startups.
(15:09) Convincing technical founders to worth go-to-market experience.
(19:06) Making use of the idea of neural networks to enterprise gross sales.
(25:25) The significance of comprehension and curiosity in gross sales hiring.
(27:55) Delivering a vital {hardware} undertaking for SpaceX.
(33:37) The function of real care in constructing belief with prospects.
(39:56) Balancing product coaching and gross sales course of coaching.
(44:39) One factor income leaders imagine to be true that Robert thinks is bull$***.
(49:02) The advantages of full-stack account executives in early-stage startups.
(53:27) One factor that’s working for Robert in go-to-market proper now.
Visitor Speaker Hyperlinks (Robert Brooks):
LinkedIn: https://www.linkedin.com/in/boborado/
Host Speaker Hyperlinks (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
E-newsletter: thegtmnewsletter.substack.com/
Sponsor:
- Dropped at you by Demandbase.Demandbase helps B2B corporations hit their income targets utilizing fewer sources through the use of the ability of AI to determine and interact the accounts and shopping for teams probably to buy. Their account-based know-how unites gross sales and advertising groups round insights which you can perceive and facilitates fast actions throughout programs and channels to ship huge wins. It’s
The GTM Podcast
Options conversations with well-known tech govt, VC, and founders – the professional operators within the trenches 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 professional insights round what labored, what didn’t, and the way issues truly went down.
This podcast is produced by GTMnow, the media model of GTMfund – sharing perception on go-to-market from working with lots of of portfolio corporations backed by over 350 of the very best go-to-market executives. GTMfund is an early-stage VC fund targeted on investing in essentially the most thrilling, up-and-coming B2B SaaS corporations internationally. The LP community consists of VP and C-level Gross sales, Advertising, and Buyer Success leaders from corporations like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and plenty of extra.
