20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves

In this episode of 20 Sales, Harry Stebbings interviews Kim Graves, a sales leader at Notion, about building and scaling sales teams. Kim shares her journey into sales, starting at Slack, and emphasizes the importance of confidence and asking questions during negotiations. She discusses Notion's sales process, which focuses on the mindset of the seller at each stage, and highlights the significance of founders understanding their ideal customer profile (ICP) for product-led growth companies. Kim advises founders to prioritize learning and building with their initial sales hires, focusing on motivation, problem-solving, and continuous learning. The conversation covers effective onboarding, the role of AI in sales, and the importance of outbound strategies like cold calling. Kim also shares insights on dealing with competitive comparisons and the challenges of performance management, offering advice for young women in sales and emphasizing the need for self-advocacy.