Episode 8: Brendan Short, CEO of Groundswell

New Technique is an interview show - asking VPs, CEOs, Sales leaders, and operators at SaaS companies, how they got to where they are and tips for success along their climb to the top.

In season 1 of New Technique, there's a focus on Product Led Growth (PLG) - one of the hottest trends in SaaS sales. Asking Sales leaders about their path to success and getting their opinion on Product Led Growth and the future of sales.

In episode 8, Brendan Short with his experience as BDR Manager at Zoom, a Sales Leader, and now the CEO of Groundswell - a PLG company - sits down with Paul De Barros to discuss some of the recent trends with Product Led Growth, Founder Led Sales, and how to think about the support you should feel from your advisors and investors.

"PLG does not mean no sales people. Zoom has 2,000 sellers..So let’s get that cleared up right away to start…but there’s a but”

- Brendan Short CEO of Groundswell

Highlights:

Introduction - discussing wonky stock market

3:05 - Look into his early career steps and his role at Zoom

11:15 - Doing customer discovery and scoping was key! It’s where he met his Co-Founder

15:44 - The view of Founder Led Sales and how it helps Product Feedback loop

17:30 - Wild West of Investing today and pre-series A, the mile marker keeps moving

26:00 - Trends with AE role and shifts happening.

30:10 - Change in SDR motion - “less work for them”

32:00 - Pipeline creation - focus on specific Target Account Lists

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You can also watch this interview on YouTube:

Job Openings

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Sendspark: Founding Account Executive
Lattice: Mid Market Account Executive
Accord: VP of Sales

Rally: Account Executive (Remote) / Customer Success Manager (Remote)

Enablement

Wrike: Sales Enablement Lead

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Salesroom: Marketing Manager and the First Marketing Hire with focus on Product & Positioning

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