Building and Scaling Enterprise Software Go To Market with David Eckstein and Yasmin Razavi
b'David Eckstein (@davidneckstein), CFO of Menlo Security, joins Erik and co-host Yasmin Razavi (@yasminrazavi), GP at Spark Capital, on this episode.
They discuss:
- How their sales team works at Menlo Security and why their funnel is 50% marketing and 50% sales.
- How to get to a large sales team capable of selling to enterprise clients from a small early-stage team.
- Common mistakes he sees CEOs making as they try to scale their sales team.
- How to think about expanding internationally.
- How they measure how productive a rep is.
- How to think about compensation models for salespeople.
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