podbrain 
What Ben Horowitz Says About Sales
3 episodes featuring Ben Horowitz on sales
Key Insights on Sales
Companies are scaling from zero to over $1 billion in revenue in less than a year, something never seen before in technology
- The VP of sales hire fails more than any other executive role because engineers and salespeople are "culturally different" - engineers seek correct answers while salespeople ask "why are you asking me that question?"
- Great sales leaders from companies like PTC succeeded because "the product wasn't that great" - forcing discipline in complex, competitive selling environments that translates to any product
- Private capital model eliminates government R&D oversight burden by funding development privately, then selling finished products
Episodes
Books on sales
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