Podcast appearances and mentions of doug landis

In this special Make It Happen Mondays episode, John Barrows takes you inside an intimate, after-hours debrief unlike anything we've released before. After a full day of sales content, networking, and roundtable discussions in NYC with 18 of the top minds in sales and tech, the group capped the night with a viewing of the Broadway revival of Glengarry Glen Ross, starring Bill Burr, Kieran Culkin, and Bob Odenkirk. What followed was a raw, insightful, and unfiltered conversation back at John's suite—covering everything from the timeless truths (and toxic flaws) of classic sales culture, to modern reflections on gender, race, authenticity, and the future of our profession.Featuring Jeff Hoffman, Morgan J Ingram, Doug Landis, J. Ryan Williams, Ashley Welch, Stefanie Boyer, Jaime Diglio, Sara Uy, Roderick Jefferson, Kasey Jones, Jen Igartua, Aneesh Lal, and more—this is your Sales MBA, served with bourbon and brutal honesty.You've never heard a sales conversation like this before. Buckle up.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter

In this special crossover episode, John Barrows is joined by Doug Landis and Jen Allen-Knuth for the one and only recorded session of a pilot project called Authenticated—a podcast experiment designed around unscripted, authentic conversations with inspiring leaders.The guest? None other than David Cancel, Founder and former CEO of Drift. David drops incredible insight on sales, marketing, leadership, and strategy—backed by decades of hard-won experience. If you've ever wondered what it's like to learn directly from one of the best in the business, this is that moment. This is Authenticated. Unfiltered. Unpolished. Unmissable.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with David Cancel on LinkedIn: https://www.linkedin.com/in/dcancel/

Why are so many cybersecurity company founders so bad at talking about their own products?! This week we're joined by Elliot Volkman and Doug Landis to talk about how they used storytelling training to transform one company's message to its customers!In this episode:

What does it mean to “make it”? What does it take? And how does your reputation play a role? This is what I explore with  Doug Landis, Growth Partner at Emergence Capital and a sales legend. His career journey is impressive and candidly abnormal. He climbed the ranks through sales and then became the Chief Storyteller at Box, which might be the coolest title ever. Now he puts his experience and expertise to good use being an advisor and mentor along with creating GTM strategies for Emergence Capital's portfolio companies.But that's not all I wanted to talk to him about. Beyond his sales and marketing prowess, what has it been like as the person behind the success? What does it take to hit that pinnacle of growth? What sacrifices has he had to make? And the lessons he's learned? Because Doug's reputation precedes him as someone who knows his stuff, is a great connector, and is an even better mentor, while being wildly successful. Here are a few highlights we'll dive into:Doug's lessons on walking the fine line between monetary motivation and the pursuit of success coupled with the sheer joy of doing something impactful.Why being positive and intentional can change your outlook and output, at work and beyond.And a few tips for driving accountability and better relationships between marketing and sales. (Okay, I had to ask a few practical questions, too.) Jump into the conversation: (05:00) Level 1 Sommalier(12:01) Struggle of Your Worth in Sales(23:40) “If tech was the mafia, he's a made man.”(45:10) The Power of Your Words & Self-Talk(1:08:10) How Can Marketers Be More Valuable?⬛ Follow Doug on LinkedIn⬛ Follow Doug on Twitter

FOUR ACTIONABLE TAKEAWAYS Don't just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don't just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. PATH TO PRESIDENT'S CLUB Growth Partner @ Emergence Capital Chief Storyteller @ Box VP of Sales & Productivity @ Box Sr Director, Corporate Sales Productivity @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Our guest for Episode 15 is Doug Landis, Growth Partner at Emergence Capital. Doug specializes in capturing and creating GTM strategies for Emcap's portfolio companies and the greater SaaS community. He brings a wealth of experience to the conversation and shares practical tips for how sellers can get better at closing and forecasting.  In this episode, Doug and Ross discuss why closing deals hinges on your ability to build consensus among stakeholders and align on a singular problem. They also explore the importance of identifying the ‘whys' behind the deal and why what you don't know will hurt you. 

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Re-evaluate your Q4 incentives. Lots of sales reps aren't making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers. Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn. Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team. Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can't keep their top reps. PATH TO PRESIDENT'S CLUB Growth Partner @ Emergence Capital Mentor &Advisor @ Sales Assembly Mentor & Advisor @ Forum Ventures Mentor @ GrowthX Academy THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity Hireframe: Fast Track your Prospecting Discovery & Demo Clari: How to Sell to the CFO Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

Your customers do not want to explain their process to you. They are looking for solutions. It's up to us, the sellers, to do our legwork, and determine how our solutions fits into the customer's problem. Today's guest is Doug Landis. Doug Landis is a sales professional wrapped in a marketer's body who understands the secret to build a successful company is leveraging customer success. And, if you find yourself struggling in today's new sales environment, it might be time to give us a call. What you'll learn: How to be more empathetic to your buyers. Why you should remove discovery from the sales process. What is hypothesis selling. How you can hypothesis sell. What are some tips for sellers and sales leaders. Resources: The Power of Now: A Guide to Spiritual Enlightenment - by Eckhart Tolle When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com

Join host James Mackey and his guest Doug Landis, Growth Partner at Emergence Capital as they discuss the tech industry's changing risk tolerance, adaptability, and smart decision-making for leaders. What is the impact of unit economics on bootstrapped organizations? Which compensation strategies can companies use amid high inflation? The answer to these questions and more in this engaging episode, including how you can achieve transformative success with Northstar metrics.   0:42 Doug Landis's background   2:18 Challenges in hiring and scaling businesses12:34 Challenges for startups and compensation strategy23:22 The importance of a people-first culture36:08 Importance of investors in company positioning41:58 The importance of having a defined process before hiring Thank you to our sponsor, SecureVision, for making this show possible! Our host James Mackey Follow us:https://www.linkedin.com/company/82436841/#1 Rated Embedded Recruitment Firm on G2!https://www.g2.com/products/securevision/reviewsThanks for listening!

Discovery deserves to die… Well, at least the discovery we have now. It does little to help the buyer.  Doug Landis is a renowned Growth Partner at Emergence Capital, a venture capital firm specializing in early and growth-stage enterprise cloud companies. With extensive experience in sales and marketing, Landis is widely recognized for his expertise in building and scaling high-performance revenue organizations. He has a deep understanding of the challenges and opportunities faced by SaaS companies, particularly in the areas of sales strategy, customer engagement, and team development. Doug works closely with Emergence Capital's portfolio companies, providing strategic guidance and hands-on support to drive their growth and success In this episode, Doug and Kyle discuss the importance of data in sales and the role of a Rev Ops partner. They touch on the pitfalls of being too focused on discovery and the need to shift towards meaningful business conversations that take into account the risk-averse nature of buyers, the impact of the pandemic on sales, the potential of AI to accelerate research and provide insights for sales conversations while recognizing the importance of tangible outcomes that matter to revenue leaders, and more. Let's avoid revenue leak and achieve revenue precision, together.    Here's what's inside:  Meaningful interactions are key: Sales reps should focus on having business conversations with potential clients and strive to understand why they need to change and why they should do it now. This approach can lead to more genuine and productive conversations. Embrace hypothesis-based selling: Sellers should use hypothesis-based selling to build a hypothesis around what problems the person or organization they are selling to may be going through. This can help sellers prepare before getting on calls with prospects and tailor their offerings to better meet the client's needs. Re-assess ideal customer profiles: Due to the pandemic and its impact on the market, many companies may need to reassess their ideal customer profiles (ICP) and shift their buyer targets. CFOs are now getting involved in smaller deals, so it's important to adjust ICPs accordingly.   Grab this week's Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

In today's episode, Doug Landis, Growth Partner at Emergency Capital, shares his mind-blowing sales strategy that will help you close more deals. Doug Landis shares his strategy for reverse engineering sales discovery that can help you increase your sales. This strategy will help you find your target market and sell to them the way that they want to be sold. If you're looking to boost your sales, then you need to watch this video! Want to turn sales leads into paying customers? check out FDTC University. Questions? Connect with me on LinkedIn over here.

This show covers everything from adapting your messaging to new economic conditions to finding the revenue-generating activities you can tackle each day to grow when everyone else is falling back.You'll Learn:How to change your messaging to resonate with wary prospectsHow to use pricing objections to your benefit - and open doors closed to everyone elseWhich daily activities you should be doing to generate revenueToday's Speakers: James Buckley, John Barrows, Doug Landis and Ian Koniak If you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Happy New Year! And welcome back to a new episode on the Modern SaaS Finance Podcast hosted by David Appel, head of Software/SaaS at Sage Intacct. Joining us on todays episode is Doug Landis, Growth Partner at Emergence Capital (Emcap). In his role at Emcap, his charter is to create a platform to share go-to-market insights and strategies that will help our portfolio companies scale, grow, and ultimately become the next billion dollar SaaS company. Prior to this Doug spent 12+ years driving sales productivity & efficiency inside of the world's top technology companies such as Box, Salesforce, and Google. On todays episode, he shares some insight into the stories that are important for CEOs and CFOs to share with investors, the elements that make a great story and the metrics that investors want and expect to see. Listen to the full episode for all the great insights shared! For more episodes on the Modern SaaS Finance, subscribe to our podcast channel on any major streaming platforms including Spotify, Apple Podcast, Google Podcast, Amazon Music, Audible, etc. If you are a SaaS finance leader or expert and will like to join our Modern SaaS Finance community, click here to request access. Explore more SaaS finance tips and best practices here

This week's guest is Doug Landis. Doug is currently a Growth Partner at Emergence Capital, where he is responsible for capturing, creating, and sharing Go To Market Strategies and ideas with Emcap portfolio companies and the greater SaaS Community. In this week's episode, we discussed: Sales Skills Shared From Podcasting and Coaching Lessons From Acting To Sales The Art of Build Slides Conducting The 90 Second Assessment Building Executive Presence Learning How To Say No Much More! Please enjoy this week's episode with Doug Landis! ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

The theme for this special episode on Winning the Challenger Sale is Avoiding Death by Discovery. WTCS host, Jen Allen, is joined by Doug Landis to explore the major themes, such as “anti-discovery,” that disrupted the status quo of selling throughout the year 2022.

The theme for this special episode on Winning the Challenger Sale is Avoiding Death by Discovery. WTCS host, Jen Allen, is joined by Doug Landis to explore the major themes, such as “anti-discovery,” that disrupted the status quo of selling throughout the year 2022.

In today's episode of How We Got There (which was recorded earlier this year, before the downturn), I talk with Doug Landis, who is a Growth Partner at Emergence Capital. Doug spent some time at Salesforce and Box before moving into his current role in helping Emergence's portfolio companies with go-to-market assistance. He was working in the early days of sales enablement and now recommends hiring rev ops and sales enablement roles earlier than you think, even at Series A, to drive productivity in the sales organization. Emergence Capital is a venture capital firm that invests in B2B Enterprise SaaS businesses for their Series A and B funding rounds. They've invested in Veeva, Steelbrick, Box, and many more household names in the Salesforce ecosystem. The biggest challenge every early stage company will face is pipeline and that can be helped by hiring Marketing leadership before sales leadership, because sales professionals won't enjoy being full cycle for very long. His message to early stage founders is to become obsessed with pipeline. In deals over $10k, there are normally 8-10 people in the buying decision even if there is a single major person that your solution will help. A good benchmark for any AE is they should be generating ~20% of their own pipeline. Key metrics to look at are by account, how many contacts are on each account and then dive deeper into touches by contact to know depth of engagement in a given opportunity. Looking at conversion rates can help you zero in on gtm priorities to work on. Technical founders make mistakes by hiring a salesperson too early because you need to learn how to sell early on. A good target is for you to sell the first $1M in ARR and collect insane insights along the way for your product while capturing referrals. Hiring customer success people early on the other hand is wise because your first few customers need to be successful, you can't afford to churn your first customers (unless you learn they aren't a good fit for where you're going). Before starting the process of fundraising, you need to know your data inside and out beyond your pitch deck that includes a strong “why”. Include customer stories to help tell your story. It's important to make a thoughtful list of potential investors that will be good long-term partners with you who will offer you the right level of engagement to guide you on the things you might be missing. For the ecosystem specific advice, he shares a word of caution for ISVs in getting Salesforce Ventures to participate in your round. Doug's view is when you take Salesforce Ventures money…..and it's cause for pause. If they build something like what you're offering, you could be in big trouble. He share the story of Steelbrick (Emergence was the lead investor here) and Apttus and how Salesforce leveraged their relationship to strong arm Steelbrick during the acquisition. Here's a closer look at the episode: 1:37 How did you find your way into the ecosystem? 5:13 Sales enablement 9:55 Who is Emergence and what's your role there? 14:16 What are some elements that make a great go to market approach in a series A or B company? 22:07 What's the biggest mistake you see technical founders make before they hire professional salespeople? 25:53 So founders in the ecosystem, if they're considering raising institutional capital, what should they know before starting the process? 34:15 What are you most proud of in your career? 36:10 The final three Doug's Linkedin: https://www.linkedin.com/in/douglandis/ Emergence Capital's Website: https://www.emcap.com/ Emergence Capital's Linkedin: https://www.linkedin.com/company/emergence-capital-partners/

FOUR ACTIONABLE TAKEAWAYS Don't just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don't just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. PATH TO PRESIDENT'S CLUB Growth Partner @ Emergence Capital VP of Sales Productivity @ Box Sr Director, Corporate Sales Productivity @ Salesforce RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live. Download our exclusive cold calling battlecard by signing up for the newsletter. Click this link for some extra goodies from 30MPC. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

Doug Landis (Growth Partner at Emergence Capital and Advisor to companies like Sales Assembly) mentioned in a recent Forbes article: “When selling to larger companies you must come to every social, email and live conversation with a point of view about their business...You have to know what they are focused on as those strategic initiatives for the business will trickle down to every department across the organization.” You need to show the role you can play in their strategic initiatives and the impact you will have otherwise, and you will just be another item on their list of things to do eventually.You cannot come to every interaction with a point of view about your future customers' businesses if your team does not have a clear point of view about their business. Unfortunately, too many teams do not have a POV and even the experts are getting POVs wrong.  In the podcast below, Kristina Jaramillo (President of Personal ABM) shares:·         Why a VR tech firm targeting the Fortune 1000 with solutions to help with employee training and engagement are only getting interest from Directors and below and are not capturing attention from VPs and the C-suite. ·         Why a digital asset management tech firm was challenged to compete with Bynder that would win on price and with suites like Adobe and Sitecore.·         How top marketers like Sangram Vajre are getting POVs wrong and how its limiting the ability of GTM teams to create a category, drive demand with status quo accounts and teach for differentiation.  ·         How you need to build the foundation (including creating your POV) before you can effectively complete ABM where you can come to each interaction with a POV about your future clients' businesses. We need to build the foundation to change sales and marketing motions as it is our POV that you are just doing targeted demand gen if you are not changing sales and marketing motions, interactions, and experiences. This is why companies are challenged to go upmarket, why they have accounts go dark after sales engagement and why sales cycles are too long. 

HIGHLIGHTSGrowing up developing sales skills and understanding its valueHow selling door to door taught Doug about business conversationsPutting importance on the buyer's point of viewWorking in Oracle and adopting an environment of disciplineThe preference for sales productivity instead of sales trainingQUOTESDoug: "That is what I recommend to every seller going into a conversation with a prospect or even an existing customer. Have a point of view of what's going on in their world, their industry, their company, and in their role or function."Doug: "The more I knew and understood about my domain—power tools, construction, accessories, the works—it made it easier for me to go into a company or business and assess what's going on and develop a point of view."Doug: "We learned discipline. It was like military. You're here on time, you hit your numbers, you do what we say you're going to do. If you follow the playbook, you're going to be successful. There's not that same level of discipline in the world we live in today and, man, it's frustrating."Doug: "So, in order to go sell more products, you've got to help them figure out how to sell what they already have. You can't go expand or upsell your customers until you help them get the most value out of what they already have."Find out more about Doug in the links below:LinkedIn: https://www.linkedin.com/in/douglandis/Twitter: https://twitter.com/douglandisYou can find and connect with Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/

Doug Landis, Growth Partner at Emergence Capital, discusses the importance of core values, and how recent events have forced companies and individuals to rethink those values. The great recession and how to attract and retain talent. Discussions and opinions on NFTs and the metaverse and the impact they're having on business.

Enterprise Sales Development with Doug Landis

In today's SaaStr podcast, we present the Cutting Edge. Where SaaStr's own VP of Sales, Bryan Elsesser sits down with the best revenue leaders in SaaS to share cutting-edge tactics and strategies. In this episode, Doug Landis, Growth Partner at Emergence Capital talks about the art of business conversations and how your customers should inform your go-to-market messaging. 

In this episode, Craig sits down with Doug Landis, growth partner at Silicon Valley venture capital firm Emergence Capital. Craig and Doug discuss the actionable insights from Doug's experiences that drove impressive growth at Salesforce and Box and across the Emergence Capital portfolio. They discuss Doug's repeatable framework for hypergrowth and dive into specifics around pipeline generation, sales enablement, tech stack and more.

Doug Landis Growth Partner at Emergence Capital joined Kevin Gaither and Pete Jansons to chat about: Culture/SubCulture during Growth Box Prioritizing/Tiering Accounts What's a lead? Nomenclature Customer Success Dan Meier/Employees #1 Slack is not email! Venture Cap vs Private Equity https://www.emcap.com/people/doug-landis Have an idea for a topic or a guest? pete@saasholes.net Join our Patreon Crew and get in on the monthly consults!

Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience. They dive into balancing leadership, where to continue to build your career, and intentionality about assessing your values at work.

On the PreSales Podcast, James Kaikis and Doug Landis connect on the topic "A Venture Capitlist's View of PreSales". Doug, Growth Partner at Emergence Capital, talks about his view regarding the importance of the PreSales professional in Go-To-Market Organizations. Sales Engineers are having their day in the sun and Doug explains why. 

Sales and marketing have evolved significantly in the past few decades, especially in the SaaS space.  In the 90s, for example, we had sales-led growth, with sellers doing cold calling and hitting the phones. In the 2000s, it was about marketing-led sales or marketing-led growth, with events, inbound leads and SDRs doing outbound prospecting. Now, according to my guest in this episode of the Modern Selling Podcast, we are moving into a new era of product-led sales. Doug Landis is a Growth Partner at Emergence Capital. In this role, he is responsible for capturing, creating and sharing go-to-market strategies and ideas with the Emergence Capital portfolio companies and the greater SaaS community. Join us in this conversation about the future of the sales force and how to better qualify your leads. What is Product-Led Growth? “I would argue in this generation and especially over the next three to five years,” says Doug, “you're going to see a tectonic shift to product-led growth, meaning the product is leading every single interaction. Instead of us doing outbound prospecting to a brand new client cold, we're actually reaching out to people who are deeply already involved and getting value out of our product.” He gives the example of Slack, Dropbox or Twillio, where people just go to their websites, enter some information and can start using the product right away, getting full value. In this scenario, people have a need and instead of having a sales conversation with a rep or requesting a demo, they can try a product for free and immediately know and understand whether it is the right fit for them, the solution they were looking for. After customers try the product, an SDR would call them and help them get more value out of it. “So now an SDR’s role is different,” Doug says, “because I'm no longer cold calling people who I think are a good fit. I'm actually looking for signals in the product based on how you're using it to call you and help you learn how to get more value out of the product and in doing so you will then become a paying customer.”  This scenario implies we are moving from a Marketing Qualified Lead (MQL) or a Sales Qualified Lead (SQL) to a Product Qualified Lead (PQL). And when working with PQLs, both sellers and marketers have a different role in the buying process. SDRs become Product Specialists, now having conversations with prospects who have tried the product, and marketers focus on leading people to a product trial, not a web form. Listen to the whole episode to learn Doug’s predictions about the future of SDRs and how their role will dramatically change. From SDRs to Product Specialists Here are some ways Doug sees the SDR and AE roles shifting: Sales conversations will focus on discovering why a free user should turn into a paying customer. It’s all about upselling opportunities and how the product could be used more broadly across the client’s organization. Using data on product usage to create more sales opportunities. Although many SaaS companies are already doing this, Doug predicts it will be more common in the next two years, as companies ask themselves, how do we get people into our product with the least amount of friction with the most amount of value? This is the future of the sales force and as sales leaders, we must think differently about the characteristics of our sellers and the metrics we use to measure sales success. “What we're looking for is more product signals versus the prototypical marketing signals, like the MQL and the SQL,” Doug says. Listen to the episode to hear how the PQL is more valuable than the MQL, and why Doug thinks the MQL actually doesn’t exist (Hint: they are just contacts until someone talks to them and validates they are a good fit). Also learn why modern sales organizations must change the way they qualify leads and the real job of an account executive.

Doug Landis, Growth Partner at Emergence Capital was formerly the Chief Storyteller at Box. Before being the Chief Storyteller at Box, Doug was an executive in the Sales Productivity group at Salesforce.In this episode of Selling the Cloud, we dive deep into how storytelling has become a critical skill for enterprise-class, B2B sales professionals.One of Doug's early learnings came directly from paying his dues initially as a quota-carrying sales professional at Oracle. Over those early years, Doug discovered his passion for helping others and sharing the secrets that made him successful as an individual sales contributor with his colleagues, thus the move to sales enablement/productivity at Salesforce.The journey to becoming the "Chief Storyteller" at Box started with the hiring of a new SVP Sales. As the new executive interviewed sales reps across the company, he quickly identified that Box did not have one common message that they were communicating to the market. This inconsistently led to the new SVP Sales challenging Doug with the task to replicate and scale his ability to communicate consistently through storytelling to the entire sales organization. One of the key areas Doug first identified was that most customer stories were very "rote", and needed to become more interesting to the target buyer(s).First, Doug engaged Customer Success to capture the Voice of the Customer, and start the journey to train the sales force how to storytelling by focusing on the customer and their experiences and stories. Secondly, the story could not be the same story that the founder and CEO of Box told, because that was his own story and did not easily translate to being told by Account Executives. Storytelling is not just for natural storytellers, it can be learned by listening to your environment. But it does take thoughtful practice and needs to be tailored to a relevant story, that resonates with the individual buyer(s) needs.Improv was highlighted as an interesting format to learn how to put yourself in the persona of the person you are speaking with and make your storytelling more impactful. Storytelling helps one to learn how to transition from one part of the story to the next. This skill is highly relevant to how a B2B Sales professional can learn to enhance the transition from one slide to the next in their sales presentation or demo.The discussion evolved into "Getting to WOW" and why storytelling is so relevant to founders and CEOs pitching to investors. A common theme for B2B Sales professionals and founders pitching to investors is about getting to the "why" you or your company are uniquely positioned to help the recipient of the story.Finally, we discussed the benefit of establishing a "Story Library" by stage, by buyer persona, and even the creation of a "storytelling" coach role in the sales enablement function. Stories should focus on telling stories that relate to individuals by telling the story about how your solution impacted people (buyer personas) not companies.In today's extremely noisy and saturated B2B SaaS and Cloud market, making your solution and value stand above all others is critical. Storytelling may just be the best way to differentiate yourself and your solution. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

If you are responsible for driving revenue growth at a SaaS company that is preparing to raise Series A or Series B funding, what are the key metrics investors will expect you to know cold?That is exactly what Doug Landis, Growth Partner at Emergence Capital shares on this episode of the Metrics that Measure Up podcast.Doug's journey to becoming Growth Partner at Emergence Capital, the first Venture Capital firm created specifically to invest in SaaS companies, is one of pedigree. Starting at Google as a skills productivity manager, then on to corporate sales productivity at Salesforce, followed by the position of Chief Story teller at Box and now, Growth Partner at Emergence Capital.During this episode, we discuss a wide variety of topics including the top metrics that every Chief Revenue Officer and SVP Sales should now before having a meeting with a growth stage fund, when trying to raise a Series A or Series B round of financing.The conversation moves on to the importance of understanding your customer acquisition and retention metrics on a cohort by cohort basis. Sales and Marketing integration versus alignment became a critical topic, and one that directly impacts the role of the CRO and the performance of the key customer acquisition performance metrics.Finally, we discuss the concept of pattern recognition, which is a key skill that VC's and experiences revenue leaders alike must develop to be successful. An element of pattern recognition is that it is critical to understand industry benchmarks that are relevant and appropriate for your company, including stage, size, annual contract value and distribution model.This is a fast moving, high energy discussion that highlights why Doug is known as an excellent story teller!

Two changes that must happen in a product-led-growth world: 1. SDR --> Product Specialist 2. SQL --> PQL View video --> https://www.linkedin.com/posts/adamfodonnell_emergence-capital-growth-partner-doug-landis-activity-6758144822952923136-hW7X

When the next billion dollar SaaS company for investment firm Emergence Capital needs to redo their strategy and playbook, Doug Landis is the growth partner they tap to deliver the goods. You can imagine how busy he is during this uncertain time. We were more than excited to grab him for an interview, to discuss what he is seeing and recommending to portfolio companies, and the importance of visibility, empathetic messaging and a "spectrum of value". https://www.linkedin.com/in/douglandis/ #emergencecapital #technologysales #valuemessaging #valueselling #salesenablement #buyerenablement #revenueenablement #CRM #salestech #salestechnology #salesplaybook #salestools #sellingtools #conversationintelligence #salesinsights #RealizedROI #valuemanagement #salescoaching #remoteselling #digitalselling #empathy #idealcustomerprofile #salesleadership #salesstrategy #salesoptimization

  Today is a special episode focusing on sales enablement with three experts starting with our host, Patrick Morrissey. In the first half, Patrick interviews Aragon Research CEO Jim Lundy about the increasingly important topic of sales enablement.  Lundy tells us about the weaknesses and falsehoods that are unknowingly crippling a large number of B2B firms. One thought that you’ll hear again and again is, “And they don’t even know it.”  This program is filled with ways to fix what you don’t know is dragging down company revenue. Original episode is here > In the second half, Doug Landis shares his experience as a veteran of Box, Google, Salesforce, and Oracle and he talks about the misconception around sales enablement, how you get the whole company involved in selling, and why empathy is one of the most powerful tools in the arsenal to build relationships and drive results. Original episode is here > About Jim Lundy: Founder, CEO, and Lead Analyst30 years of industry experienceSilicon Valley, CA Jim Lundy is the founder and CEO of Aragon Research. Jim also serves as the lead analyst for collaboration, mobile, social, content management, and learning. He is also the practice lead for sales and marketing. Jim has over 30 years of technology and management experience as a vendor, user, and analyst. Jim spent 12 years at Gartner, where he formed and led the collaboration and social software research team and also served as a lead analyst for enterprise content management (ECM) and corporate learning. Jim has extensive experience in product strategy, development, and go-to-market plans. About Doug Landis: Over the last 13 years, Emcap has invested in some of the biggest and brightest SaaS companies on the planet. During this time the team has gathered remarkable insights into the critical steps necessary to build a multi-billion dollar business. Doug Landis is there to help capture, elevate and share this wisdom with the Emcap portfolio companies and the greater SaaS community at large. As a Growth Partner, his charter is to create a platform to create and share go to market insights and strategies that will help their portfolio companies scale, grow, and ultimately become the next billion-dollar SaaS company.     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

This episode of the Hey Salespeople Podcast brings you a very special guest host: Sydney Sloan, CMO at SalesLoft! Sydney speaks with Doug Landis, a growth partner at Emergence Capital, who lives and breathes all things sales and go-to-market. We learn why it’s important to be empathetic to whoever’s on the other side of the table, what your #1 job is when public speaking, and how to overcome fears in the world of sales. Visit SalesLoft.com for show notes and insights from this episode. 

We're pleased to welcome a good friend of the team onto the podcast this week, Doug Landis joins us not too long after he sat with John and Keanu Reeves in the airport watching the Superbowl. They agreed to talk about all of the good, bad and indifferent prospecting outreach they receive and to work out how and why the best ones worked. It's easy to give sales reps a hard time for "bad" prospecting, but here's a look into what they can add into their prospecting outreach to go that extra mile and get the appointment... You'll learn: Personalization, Relevance, & Timing Writing the Right Message Empathy and Experience in Prospecting Outreach

Doug Landis has been a part of the VC community for the last several years. And before that, he was a part of Box' meteoric rise! But did you know he also worked at Oracle? Do you know he also had a failed start-up of his own?  We discuss all this and a whole lot more: What to ask your potential VC's when raising funds? What's the difference between easy money and good money? What should employees like reps and managers know about options? What it's like to have an inclusive or exclusive founder when it comes to board meetings. 

Happy 2020 listeners. In this first part of this special highlight episode, Andrew Buckley from Traction on Demand hits on their manager training program and comes back to how they train and build the sales leaders later in the program. In the second half of this show, we hear from Doug Landis from Emergence Capital. He kicks into what successful selling looks like and what you need as well as the role of the revenue team. About our guests: Andrew Buckley is an innovative leader with a proven track-record building outstanding go-to market teams that consistently exceed corporate targets. My core belief is that the role of a leader is to drive a culture of success through accountability and the creation of an environment that gets the best out of every member of the team. Over the last 13 years, Emcap has invested in some of the biggest and brightest SaaS companies on the planet. During this time the team has gathered remarkable insights into the critical steps necessary to build a multi-billion dollar business. Doug Landis is there to help capture, elevate and share this wisdom with the Emcap portfolio companies and the greater SaaS community at large. As a Growth Partner, his charter is to create a platform to create and share go to market insights and strategies that will help their portfolio companies scale, grow and ultimately become the next billion-dollar SaaS company. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Doug Landis has had leadership sales positions that include CSO at Box and Sr. Director of Sales Productivity at Salesforce. Currently he is the Growth Partner at VC Firm Emergence Capital. Doug has thought a ton about how a startup should sell to larger companies and how a sales leader should approach tough decisions and fruitful relationships.  ----more---- emcap.com @douglandis

How do the best companies in B2B scale and empower their teams to have the right discussions and what does good look like in enterprise B2B sales? To get the answers we turn to this week’s guest, Doug Landis, growth partner at Emergence Capital. Doug is a veteran of Box, Google, Salesforce, and Oracle and he talks about the misconception around sales enablement, how you get the whole company involved in selling, and why empathy is one of the most powerful tools in the arsenal to build relationships and drive results. About Patrick's guest, Doug Landis: Over the last 13 years, Emcap has invested in some of the biggest and brightest SaaS companies on the planet. During this time the team has gathered remarkable insights into the critical steps necessary to build a multi-billion dollar business. Doug Landis is there to help capture, elevate and share this wisdom with the Emcap portfolio companies and the greater SaaS community at large. As a Growth Partner, his charter is to create a platform to create and share go to market insights and strategies that will help their portfolio companies scale, grow and ultimately become the next billion-dollar SaaS company.

What gets you to your first $50 million is not what’s going to get you to $100 million. You've got to constantly review your ideal customer profile, positioning and sales strategies. In today's episode, we'll hear from leaders like Des Traynor, April Dunford, Doug Landis, Steli Efti, and Sydney Sloan speak to those topics and more.

In this episode we talk to Doug Landis, Growth Partner at Emergence Capital. Doug shares a story about hiring the wrong sales candidate, what the hiring company did about it & a systematic framework to sales hiring that can help you add more structure to a crucial aspect of growing your business. He shares the 6 Categories of Characteristics you should be interviewing for & how to think about interviewing for characteristics within each category. Intangibles Coachability Work Ethic EQ Salesmanship Culture Learn about the latest in sales and SaaS strategies from the team behind Salesforce, Box, Yammer, Zoom, and more. Click here: eepurl.com/c1IPvf Click here to connect with this guest on LinkedIn.

We've taken the best of our first 25 episodes and found the common traits that these great leaders share. In Volume 2, Rob Jeppsen breaks down episodes with Doug Landis, Cody Lamens, Michael Barton, Dan Cook, Ryan Leavitt, Matt Millen, Jeff Spencer, Sean Murray, Brad Jensen, Kyle Norton, and Haley Katsman. You will be surprised at how closely these leaders' messages align. So enjoy this holiday gift from the Sales Leadership Podcast team.

In this week's episode, we flip the tables and Rob is interviewed by past guest Doug Landis of Emergence Capital. Doug gets right to the point: How do you make coaching better and be relevant to every rep? Rob goes into detail on the Seven Deadly Sins of Sales Coaching and gives can't miss advice on identifying and overcoming each of the sins. This week is Rob's holiday gift to sales coaches everywhere and you will be a better coach for listening.

This week’s guest is Doug Landis of Emergence Capital. He an icon in the Sales industry. Doug asks a simple question of salespeople: Who’s voice are you using? Too often salespeople find themselves speaking with the voice that they think the company wants. Doug is committed to speaking with the voice of the customer, and he gives actionable advice on building the listening function into your leadership process. He believes it is your most competitive advantage and that the 1:1 is the place to facilitate it.

In this Scaling Session episode, you’ll hear from Doug Landis, a Growth Partner at Emergence Capital, one of Silicon Valley’s top VC firms. Doug has worked with some of the world’s fastest growing enterprise companies - like Box, Gusto, and Zoom - and in this interview he shares the best practices he’s learned on how you can get data and customer insights to help you scale your sales organization. This interview was conducted by Mike Suprovici (EIR at the Founder Institute, and the Leader of Grad Support Group). This podcast is produced by the Founder Institute. We're an idea-stage accelerator that works with solo-entrepreneurs and teams during the earliest stages of their business. In our 3.5 month program, participants build their companies via a structured process, receiving feedback and assistance from successful entrepreneurs and investors. Our alumni join a global network of entrepreneurs and receive ongoing help to get funding and scale. So far, our alumni have raised over $800M in funding, and they're building some of the world's fastest growing companies.

Emergence Capital is one of the world's leading enterprise Saas VC funds – with 7 exits in excess of $500m including Salesforce, SuccessFactors & Box. Doug and Viv joined Emergence - as Growth Partner and Operating Partner respectively - to share their expertise in delivering successful go-to-market and growth strategies at companies like Salesforce and Box. They discuss:  How to prioritise & dominate your target verticals Why you should hire a marketing lead before you invest in sales expertise How to create a new software category for your business How to build harmony & efficiency between your sales & marketing teams Customer Success teams: why they're as important as sales/marketing yet often undervalued at startups  For more insights into Emergence Capital check out https://www.emcap.com & for advice on hiring world class talent for startups & scaleups head over to http://alpinasearch.com  

Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!

Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!

Doug Landis, Growth Partner at Emergence Capital and former Chief Storyteller at Box, explains how craft a narrative that compels buyers into action, the three stories every salesperson needs to know, how to fix your pitch deck, and more.

Takeaways Raise Your Business Acumen: Selling into the C-Suite of enterprise companies is more education than pain-based. They know the problems they have and they’re looking for salespeople to rethink what’s possible. This has nothing to do with your product features and benefits and everything to do with their business. You need to be able to quickly identify your value and show a direct correlation to their pressing issues. Define the Trigger Moments of Custom Success: When it comes to customer success, it’s not enough to just get your customer to the point of that they can’t live without your product. What you need to really dig into is why they can’t live without it. What are those trigger moments that get them to go from exploring to needing to not being able to live without it? Have the Conviction to Say “No”: Lose the happy ears. Not everything is a good opportunity for you or your company. Could you potentially lose a deal with this approach? Damn right, you might, but the level of respect you’ll gain will trump the potential loss. Knowing your value and the impact it can have on an organization will help you build that confidence. Full Notes https://www.salestuners.com/doug-landis Book Recommendation The Power of Now: A Guide to Spiritual Enlightenment by Eckhart Tolle Sponsor Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

GlassDoor changed the way employees pick companies and online review shops are changing the way customers are buying. In the B2C space it's obvious. As consumers we go online to review and buy and now B2B is following suite. In addition, rather than gathering information from typical customer satisfaction surveys, companies are finding these review portals to be authentic accurate representation of what customers really think of them. In this episode, Olivier L'Abbé , VP of Sales at G2Crowd, talks about the power of reviews and how customer buying behavior has changed. Links and Resources Mentioned in This Episode: InsideSales.com on G2Crowd Olivier L'Abbé on LinkedIn InsideSales.com Labs In This Episode You'll Learn: How customers are buying today in B2B The power of customer reviews in marketing, sales, and product What you can do to start influencing the real way customers buy

Garbage in and garbage out. That's true every where and it is especially true in sales. Even if you're the best sales rep, if you don't have good data, you're toast. In this episode, Noah Spirakus, CEO at Prospectify talks about data, the importance of getting clean data, and how companies are winning with strong data strategies. Sales Development Summit State of Sales Report InsideSales Labs Best Practice Training In This Episode You'll Learn: Why companies should be concerned about their data hygiene What does good data mean for your sales team Tactics and strategies you can use now to make your data work for you

We recently did a research study and asked 721 sales people how they spend their time. The results were really surprising. They spend 35.2% of their time selling and 65% on everything else, but not selling. The next question is why and what can companies do to change this. In this episode, we dive into the research and talk about the problem and the solution. Links and Resources Mentioned in This Episode: LinkedIn Post with Infographic Time Management Study In This Episode You'll Learn: The research on how sales reps spend their time Why sales reps are spending so little time selling The two things companies can do to improve the time spend selling

Life is short so why not learn from the experts. Jake Reni, is a master when it comes to helping companies, including Adobe, think through a strategic go-to-market approach for building an optimizing sales and sales development teams. In this episode, Jake and I debate and discuss some of the trends and debates around what is need to get to a winning state for your sales teams. Links and Resources Mentioned in This Episode: Sales Development Summit State of Sales Report InsideSales Labs Best Practice Training In This Episode You'll Learn: How teams should be thinking about building segmentation and structure for their business What technology stack you should or shouldn't be considering Is account-based sales for you or not

Doug Landis, Growth Partner at Emergence Capital, shares his experience over the years in Silicon Valley on how to bring products to market through story telling.

Building a global sales organization is no easy task but Gideon Fourie, VP of strategy and sales operations at First Data, knows how to do it. Gideon oversees operations in 34 countries with an extremely complex sales motion. In this episode, Gideon explains some of the challenges of managing a global sales operations function and explains his recipe for succeeding despite the complexities that are involved. Links and Resources Mentioned in This Episode: Time Management Article In This Episode You'll Learn: The challenges faced when building a global sales organization Thoughts and strategies on optimizing a sales structure Key strategies used to succeed supporting and enabling an organization across 34 countries

John Barrows is a leading B2B sales trainer and founder of J Barrows. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable tips to close more business.

Artificial Intelligence (AI) is the new buzzword du jour. It seems everyone has “AI” software or services that promise to help your wildest dreams come true. But you run a sales team. And you have to deliver solid sales results this quarter and next and next. You don’t have time for marketing hype or sales software solutions that over promise and under deliver. When implemented correctly, Artificial Intelligence can help businesses increase revenue up to 30 percent and take your business to the next level. Here’s a simple way to think about how to build AI into your sales growth strategy simply and easily, without risk. Links and Resources Mentioned in This Episode: NeuralScan Webinar Version of This Recording Case Study of Real AI In This Episode You'll Learn: What Artificial Intelligence can do for business revenue growth The four steps of AI implementation in a sales organization The pitfalls of AI implementation and common issues to watch out for

It's never easy to find the right leader. What complicates it even more is where companies are at in their revenue journey. Different types of leaders excel at different times. Sometimes you need tactical leaders other times you need leaders who can close big deals or operationally get things in order. In this episode, Doug Landis, Growth Partner at Emergence Capital shares his secrets of hiring and discusses how start-ups must find the right leader at the right time in order to succeed.

Recorded live from Dreamforce before my session with Trish Bertuzzi and Doug Landis. If you are attending this year make sure to hit me up on social media @johnmbarrows!

In this encore episode of Make It Happen Mondays, I'm joined by my business colleague and friend Doug Landis of Emergence Capital. Prior to Emergence, Doug worked at companies like Salesforce and Box. I'll be joining him on stage for the first time this week and again at Dreamforce along with Trish Bertuzzi to talk about AI and Machine Learning in Sales. Enjoy this conversation from Sales Machine recorded in August 2017

A monthly roundup of enterprise news, thoughts and updates from Emergence Capital. For more content, visit: playbook.emcap.com

A monthly roundup of enterprise news, thoughts and updates from Emergence Capital. For more content, visit: playbook.emcap.com

Doug Landis, Growth Partner at Emergence Capital, joins the Content Pros Podcast to share his journey to becoming a bonafide storyteller and what that means for content marketing.   Special thanks to our sponsors: Oracle Marketing Cloud Uberflip Convince & Convert: The Business of Story   In This Episode Why a CEO's successful pitch doesn't mean a slam dunk for the sales team How a sales and storyteller hat across an organization leads to a fundamental shift in both external and internal communications Why talking about your company and the market to your customers means you're doing it wrong How bringing your weekend self to work leads to memorable presentations... in a good way   Resources Doug Landis on Twitter: @douglandis Emergence Capital The Greatest Sales Deck I've Ever Seen Emergence Playbook Thoughts   Visit ContentProsPodcast.com for more insights from your favorite content marketers.  

Doug Landis | Lessons of An Expert-Sales-Practitioner-Turned-Investor by Enterprise Sales Podcast

Wondering which native plants are most attractive to beneficial insects? Join Kim Eierman as she talks with Dr. Doug Landis about his latest research at Michigan State University. Dr. Landis is Professor of Insect Ecology and Biological Control at MSU and Director of the Landis Lab.

Doug Landis of Box came in this week to talk about "Rep Attainment" as it relates to your growing SaaS company. Many already know Doug as a well known speaker in the sales community and he's also been a frequent guest and speaker at our own CRO Summits. For the uninformed, Doug is currently the VP of Sales Productivity at Box and has been a sales trainer and leader at many companies including Google, Oracle, and Monster.In our podcast Doug talks about the concept of rep attainment and how this really helps your organization build a macro point of view on how the entire sales team is performing. As many SaaS founders know, once you hire in several sellers you really need to start thinking about performance of the team and how well everyone is doing against each other as well as the overall market. With over 200 people in the Box sales organization and the leader of the training and performance silo, Doug knows a thing or two about this topic. He first dives into the backbone of rep attainment models and the sales formula (Pipeline x Deal Size x Win Rate / Sales Cycle) and how this data is used in rep attainment models. Doug then walks listeners through the process by which Box gets this sales formula data out of existing systems like their CRM and ERP (for compensation data) and the basics of how they go about building their own rep attainment models. We then cover some of the benchmarks you should be thinking about and getting out of your rep attainment model and talk at a high level about how to benchmark yourself against market comparables using products like Xactly to see how well your reps are performing. Once you've got a good handle on performance with your rep attainment model you'll need to know what to do if people are over-achieving or under-performing and so Doug closes with a breakdown of how to think about the sales formula in the context of your rep attainment model. He covers some of the lessons learned from his time at Box and where they've seen success and failure. Ultimately the rep attainment model should help any SaaS founder better understand their data and be more efficient on the sales productivity and sales training side.Doug was gracious enough to sanitize a version of the Box rep attainment model and shares it here with us. Give a listen now and don't forget to sign up for our podcast to be notified each week when we have a new one ready.

Doug Landis of Box came in this week to talk about "Rep Attainment" as it relates to your growing SaaS company. Many already know Doug as a well known speaker in the sales community and he's also been a frequent guest and speaker at our own CRO Summits. For the uninformed, Doug is currently the VP of Sales Productivity at Box and has been a sales trainer and leader at many companies including Google, Oracle, and Monster.In our podcast Doug talks about the concept of rep attainment and how this really helps your organization build a macro point of view on how the entire sales team is performing. As many SaaS founders know, once you hire in several sellers you really need to start thinking about performance of the team and how well everyone is doing against each other as well as the overall market. With over 200 people in the Box sales organization and the leader of the training and performance silo, Doug knows a thing or two about this topic. He first dives into the backbone of rep attainment models and the sales formula (Pipeline x Deal Size x Win Rate / Sales Cycle) and how this data is used in rep attainment models. Doug then walks listeners through the process by which Box gets this sales formula data out of existing systems like their CRM and ERP (for compensation data) and the basics of how they go about building their own rep attainment models. We then cover some of the benchmarks you should be thinking about and getting out of your rep attainment model and talk at a high level about how to benchmark yourself against market comparables using products like Xactly to see how well your reps are performing. Once you've got a good handle on performance with your rep attainment model you'll need to know what to do if people are over-achieving or under-performing and so Doug closes with a breakdown of how to think about the sales formula in the context of your rep attainment model. He covers some of the lessons learned from his time at Box and where they've seen success and failure. Ultimately the rep attainment model should help any SaaS founder better understand their data and be more efficient on the sales productivity and sales training side.Doug was gracious enough to sanitize a version of the Box rep attainment model and shares it here with us. Give a listen now and don't forget to sign up for our podcast to be notified each week when we have a new one ready.