Sales Leadership with Amy Volas: From IC to Enterprise Deal Closer
In this episode of the Cold Outreach Podcast, we sit down with Amy Volas, CEO of Avenue Talent Partners and an LP at Stage 2 Capital. Amy, who has closed over $100 million in enterprise service sales, shares her insights on sales leadership, the evolution of outreach, and the future of AI in sales. Join us as Amy reflects on her journey from individual contributor to sales leader, discusses common pitfalls for startups hiring their first VP of sales, and provides actionable advice for founders building their go-to-market teams. Don't miss this engaging conversation packed with lessons on active listening, personalization, and the infinite game mindset in sales.
00:00 Introduction to Amy Volos
01:18 Amy's Journey from IC to Sales Leader
04:26 Challenges Faced by Early Stage Startups
07:00 The Importance of Founder-Led Sales
08:24 Building a Go-To-Market Team
13:22 The Customer Isn't Always Right
19:24 Qualities for Transitioning to Sales Leadership
22:19 Training Teams in Active Listening
27:42 Advice for Founders with Freemium Models
29:27 The Ugly Data No One Talks About
30:08 Human Intervention in Customer Feedback
31:26 A Personal Experience with PLG
32:44 The Importance of Customer Feedback
35:04 Identifying High Potential Startups
38:10 The Role of AI in Sales
40:58 Staying Ahead of Emerging Trends
46:00 The Misconception of Personalization
51:31 Hiring Top Sales Talent
54:44 Conclusion and Final Thoughts