SaaStr 720: CRO Confidential: What It Really Takes to Be Successful in Enterprise SaaS Sales with Christian Smith, CRO of Splunk. Hosted by Sam Blond, Partner at Founders Fund
This podcast episode explores different aspects of pipeline health, management, and generation. It emphasizes the importance of measuring the pipeline in detail and addressing biases to gain a comprehensive understanding of its health. The episode highlights the need for transparency in assessing the pipeline quantity versus quality and focusing on generating more pipeline from the right sources to drive growth. Additionally, it stresses the collective responsibility of various teams in generating pipeline and suggests adjusting the pipeline dynamics when necessary. The episode also delves into the complexities of product-generated pipeline and achieving success in enterprise sales through proper segmentation. Finally, it discusses the evolution of field sales and the importance of a hybrid approach that combines virtual selling with personal interactions.
