20Sales: Biggest Lessons Scaling Slack from $6M to $1BN in ARR | How to Build a Customer Success Machine and Where Most Go Wrong | The Framework to Hire All Sales Reps: Take-Home Assignments, Hiring Panels and more with AJ Tennant @ Glean

AJ Tennant is the Vice President of Sales & Success at Glean, Glean has more than 20x'd its revenue and 100x'd its user base in the just two and a half years he's been there. Before Glean, AJ had incredible runs at Slack and Facebook. At Slack, AJ helped grow revenue from $6 million to more than $1 billion. In Today's Episode with AJ Tennant We Discuss: 1. How to Sell AI Tools in 2024: •

Are we still in the experimental budget phase for AI? • •

How does selling AI tools differ to selling traditional SaaS? • •

What are enterprises biggest concerns when it comes to adopting AI tools? • •

What buzzwords get enterprises most excited in the sales process? • •

Will we see a massive churn problem when the first renewal cycle for many of these AI products comes? • 2. Outbound, Discounting, Closing: •

Is outbound dead in 2024? What does no one do that everyone should do? • •

How does AJ approach discounting? Biggest lessons and advice? • •

What can sales teams do to create a sense of urgency in a sales cycle? • •

How does AJ do deal reviews and post-mortems? What is the difference between good and bad post-mortems? • 3. How to Master Customer Success: •

What are the biggest mistakes founders make today in managing their CS teams? • •

Should CS be compensated for upsell? How should the comp structure of CS teams change? • •

What can be done to create a good handoff experience for the customer when handing from AE to CS? • •

What are the most common ways CS teams break over time? • 4. Hiring the Best Sales Teams: •

How does AJ structure the hiring process for all new sales hires? • •

What questions does AJ always need to ask when hiring sales reps? • •

What are clear signs of outperformers when hiring new reps? • •

Does AJ give candidates a take-home assignment? What does he want to see from them? •