* Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What were his biggest lessons from doing this? Why does Manny believe that you should not have a VP before $5m? Įp. * How does Manny think about quota construction today? Does Manny err on the side of setting high to be ambitious or setting low to increase confidence? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? How does Manny think about resource allocation on the individual rep level? What is sufficient? What is excessive? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does this change if you are creating vs in an existing market? How does Manny think about specialization within the sales function? Why are SDRs 99% of the time not able to carry leads to completion? * How does Manny fundamentally approach managing top of funnel? What are the 2 big dangers of not managing it aggressively? What can be done to ensure not only full but high quality top of funnel? * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development Microsoft. Pssst 🗣 Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events! This interview originally aired as Episode 229 on April 29, 2019. Befofe that Manny was a Senior Product Manager Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. Prior to founding Outreach, Manny spent 7 years with Microsoft where he ran the Latin America and Canada business development group for Microsoft’s emerging mobile division, representing $50M of yearly revenue. To date, Manny has raised over $114m in funding from some great people including friends of the show in the form of Alex Clayton Spark, Mayfield, Trinity Ventures and DFJ Growth, just to name a few. 292: Manny Medina is the Founder & CEO Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine.
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