20Sales: Why You Should Not Do PLG and Enterprise Sales at the Same Time | How To Move Into Enterprise Sales Gradually | How To Make a Comp Plan For Sales Teams & How To Incentivise Them In Harder Times | Why Discounting is Good and Can Be Used with Stevie Case, CRO @ Vanta

Stevie Case is the CRO @ Vanta where she oversees Vanta’s go-to-market team to support the company’s rapid growth. Prior to joining Vanta, Stevie was Vice President of Mid-Market Sales at Twilio, joining as one of their first account executives, Stevie helped to grow the sales team from a dozen to over 1,000 team members and played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers, generating more than $400 million in annual recurring revenue. If that was not enough, Stevie is also a Founding Operator @ Coalition Network and a prominent angel investor.

In Today’s Episode with Stevie Case We Discuss:

1. ) From World’s First Pro Female Gamer to CRO:

• How did Stevie make her way from pro gamer to CRO? How did her career in gaming make her a better CRO and sales leader?

• In her early sales career, how did being a single mother with a child impact her approach to sales?

• What can founders do to make workplaces more inclusive for parents today?

2.) Enterprise or PLG: Which One To Choose:

• Why does Stevie believe it is not right to do both PLG and enterprise at the same time for startups?

• How can startups and sales teams move into enterprise selling gradually through testing and without committing a significant budget to an enterprise sales team?

• How do founders know when is the right time to move from PLG to enterprise? What are the signs?

3.) The Mythical Sales Playbook:

• How does Stevie define the term “sales playbook” today? What is it not?

• Should the founder be the person to create the sales playbook? If not them, then who?

• When is the right time to make your first sales hire? When is the wrong time?

4.) Mastering the Hiring Process in Sales Recruits:

• How should we structure the interview process for new sales reps?

• What is the right profile for these first sales hires?

• How do the best sales talent answer questions and perform in interview processes?

• How can we really test for grit and curiosity in the interview process?

• What are the single biggest mistakes founders make when hiring for sales?

5.) Discovery, Discounting, Deal Velocity:

• With sales cycles being so long, how do you know if enterprise sales reps are good?

• What is the difference between good discovery vs bad discovery?

• Should founders engage in discounting to get deals over the line? When does it work?