Harry Stebbings interviews Chris Degnan, former CRO of Snowflake, about building a world-class go-to-market organization. Degnan shares insights on aligning sales and marketing, the importance of founder-led sales, and how to hire and evaluate sales leaders. He emphasizes the need for sales teams to generate their own pipeline and the value of transparency and accountability. Degnan reflects on mistakes made at Snowflake, including delaying product moves and optimizing for going public at the expense of new logo acquisition. He discusses the impact of AI on sales, the importance of sales methodology, and the challenges of managing sales teams in today's environment. He also touches on customer success, consumption-based pricing, and the future of sales leadership.
Sign in to continue reading, translating and more.
Continue
