Before Peter Reinhardt started his current company, Charm Industrial, he was the CEO and co-founder of the customer data platform Segment, which almost died in its first year. Why? He was afraid to ask customers to pay more than $10 per month for it. A savvy sales advisor pressured him to raise the price by 1000x, which worked wonders. By early 2022, Segment — now owned by Twilio — was commanding seven-figure contracts.
In this episode, Peter and Joubin discuss the hierarchy of majors at MIT, building telescope arrays, the disastrous first demo of Segment, why founders sometimes forget to eat, the problem with the straight-A student mentality, playing ping-pong with the security guard, evaluating a potential acquisition partner, shedding anti-sales bias, the shortcomings of nature-based carbon offsets, and starting a “reverse oil company.”
In this episode, we cover:
Links:
CRO Atlassian, Cameron Deatsch: Exploring Atlassian’s Unorthodox Strategy
CRO Twilio, Marc Boroditsky: A Behind the Scenes Look at Twilio’s Go to Market Strategy
SVP and Head of Sales at AppsFlyer, Mar Brandt: Leadership Insights
COO of LinkedIn, Dan Shapero: Discussing Go to Market Leadership
B2B General Manager of Calm, Jim Herbold: Describing ‘Unicorn Meat’
VP and GM at Shopify, Loren Padelford: Breaking the Rules in Sales
SVP Sales Modern Health, Hannah Willson: Overcoming the Stigma of Mental Health in Sales
Chief Sales Officer at Brex, Sam Blond: Recruiting Talent
CRO Cockroach Labs, Jeff Miller: Building an Effective Open Source Go to Market Strategy
VP Sales at Mixpanel, Meka Asonye: Exploring Analytics, High Velocity Sales, and Stigmas
CRO CircleCI, Jane Kim: Leading with Vulnerability and Making Mistakes
CRO TripActions, Carlos Delatorre: The Science of Sales
CRO Obsidian Security, Bob Kruse: Building a Winning Sales Culture
VP of Sales at Palo Alto Networks, Jeff StClair : Discovering, Recruiting, and Coaching Sales Talent
Chief Sales and Success Officer at Slack, Bob Frati: Exploring Slack’s Key Growth Levers and Competition
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