Whats it like going from the 3rd sales rep at Figma to an Enterprise Sales Manager in a PLG world? With Katie Jane Bailey

Selling Saas

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2+ y ago 28:00

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Katie discusses the gap in her experience when transitioning from college to a sales role, having spent her time in college singing and dancing instead of studying a tech or business background.

She learned that it was okay to ask questions during sales conversations, even if they didn't have the background knowledge that the person they were speaking to had. She also learned that it was okay to challenge assumptions and ask impact questions to really understand the customer's needs. She suggests that the fear of what the person on the other end would think of them was what was stopping them from being genuinely curious and having the it factor.

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