BROADCASTS.com

Sahil Mansuri is the CEO of Bravado, the world\u2019s largest online sales community. Sahil is passionate about sales, and his experience dates all the way back to 2008, working for Obama\u2019s presidential campaign. During his time at Glassdoor, Sahil was able to close some incredible accounts, including Facebook, Google, Microsoft, and Amazon. In today\u2019s podcast, we talk about why sales is a crucial part of any business and how to continue selling successfully through a recession. We get super-specific on building a conservative plan for the near future and cover everything from where to place your best salespeople to restructuring comp plans. The episode is full of great advice about how to shift with this market, improve agility, and perhaps grow an even stronger business with happier customers.\xa0

\u2014

Find the full transcript here: https://www.lennyspodcast.com/how-to-hit-revenue-targets-in-a-recession-sahil-mansuri-bravado/#transcript

\u2014

Where to find Sahil Mansuri:

\u2022 Twitter: https://twitter.com/svmansuri

\u2022 LinkedIn: https://www.linkedin.com/in/sahilmansuri/

\u2022 Email: sahil@bravado.co

\u2014

Where to find Lenny:

\u2022 Newsletter: https://www.lennysnewsletter.com

\u2022 Twitter: https://twitter.com/lennysan

\u2022 LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

\u2014

Thank you to our wonderful sponsors for making this episode possible:

\u2022 Flatfile: https://www.flatfile.com/lenny

\u2022 Merge: http://merge.dev/lenny

\u2022 Miro: https://miro.com/lenny

\u2014

Referenced:

\u2022 Bravado: https://bravado.co/

\u2022 Stumbling on Happiness: https://www.amazon.com/Stumbling-Happiness-Daniel-Gilbert/dp/1400077427

\u2022 All-In podcast: https://www.allinpodcast.co/

\u2022 How I Built This podcast: https://www.npr.org/series/490248027/how-i-built-this

\u2022 The Blacklist on Netflix: https://www.netflix.com/title/70281312

\u2022 The Newsroom on Hulu: https://www.hulu.com/series/the-newsroom-3d51e070-e77d-4294-ac83-cab80d3f94dd

\u2022 The West Wing on HBO Max: https://www.hbomax.com/series/urn:hbo:series:GX5nwgQDNJZ6aoQEAAAHJ

\u2022 Jeopardy!: https://www.jeopardy.com/watch

\u2022 Frasier on Hulu: https://www.hulu.com/series/frasier-0cb9b63b-de82-4751-99c9-1cb12118ab9d

\u2022 Slack: https://slack.com/

\u2022 Zoom: https://zoom.us/

\u2022 Grain: https://grain.com/

\u2014

In this episode, we cover:

(04:19) Sahil\u2019s background

(08:26) What is Bravado?\xa0

(10:27) How to shift your sales strategy to meet the market

(12:00) How to set a conservative plan that still allows you to lean in when growth is possible

(19:06) Why the downturn in tech may not be over anytime soon

(21:34) How Bravado gets its data from users and creates global benchmarks\xa0

(23:04) Why SAAS has an outdated comp structure

(33:23) Why companies are resistant to restructuring comp plans

(37:18) The problem with hypergrowth in today\u2019s market

(41:18) Why it\u2019s time to shift into a retention-based strategy

(43:28) Why your best sales staff should transition to post-sales for customer retention

(51:20) What are warm intros, and how can existing customers help you get new ones?

(59:30) How Sahil was able to get Facebook\u2019s account at Glassdoor

(1:08:08) Why CEOs are actually salespeople

(1:12:50) How to survive a downturn

(1:19:44) Lightning round

\u2014

Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.