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Julian Teixeira is the Chief Revenue Officer at 1Password, where he has grown B2B revenue over 8x and scaled a team of more than 450 in go-to-market. 1Password set the record for the largest raise in Canadian history at the start of 2022 and has raised nearly $1B in capital throughout his time with the company. Prior to 1Password, Julian served as the head of global sales at Lightspeed Commerce, a company he helped scale from startup to IPO and through over 10 acquisitions throughout his decade-long tenure.
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In Today’s Episode We Discuss:
(00:00) Intro
(01:52) Sales Lessons from Scaling to $1BN in ARR
(02:58) How to Create and Master a Sales Playbook
(05:56) Lessons on First Sales Hires
(08:01) Setting Goals and Targets for Sales Teams
(12:29) The Reality of Tech Sales Today
(16:14) Evaluating and Managing Sales Reps
(19:49) Outbound Prospecting and Pipeline Generation
(23:36) Hunter vs. Farmer Sales Models
(25:51) Compensation and Specialization in Sales Teams
(31:08) Outbound vs Inbound Sales
(35:25) Pipeline and Deal Reviews
(41:12) Sales Tech Stack and Tools
(42:28) Maintaining Sales Morale
(49:30) Are Remote Sales Teams Less Effective
(51:36) Final Thoughts and Advice
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