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Eric Martin
Vanta Head Of Sales
AMA: Vanta Head Of Sales, Eric Martinon Scaling a Sales Team
November 28 @ 10:00AM PST
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Vanta Head Of Sales, Eric Martin on Scaling a Sales Team
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Eric Martin
Vanta Head Of Sales • November 28
The answer to this question depends on the sales leader (i.e. me vs someone else), the product that the rep is selling, the stage of the business, etc. The list goes on. I personally am always looking for candidates who have these two attributes: 1. Innate curiosity 2. Persuasiveness ......Read More
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Eric Martin
Vanta Head Of Sales • November 28
As the first GTM hire and sales leader at Vanta, hitting our weekly revenue target was the absolute most important thing that I could do for myself, for the company, and for my CEO. Yes, you read that correctly, I had a weekly revenue target that I had to hit (and that we exceeded on a weekly ......Read More
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Eric Martin
Vanta Head Of Sales • November 28
It's a great question. I believe that all reps are continuously motivated by earning potential and career growth opportunities, regardless of the stage of the company. To get more nuanced, you'll see earlier hires more motivated by the combination of equity and cash, and you'll also see earlie......Read More
396 Views
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Eric Martin
Vanta Head Of Sales • November 28
This is a great question, and how we have done this at Vanta has evolved over the years. Being thoughtful about how sales communicates updates to the rest of the company (and vice versa) is so critical. Today, we have a number of public slack channels where sales or GTM-related updates are reg......Read More
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Eric Martin
Vanta Head Of Sales • November 28
This is a good, and interesting question. Like many of the other questions, answering this properly requires more context, so I'd ask that you DM me to find some time to chat. A couple of questions that come to mind when reading this question include: How similar or different are the ICPs f......Read More
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Eric Martin
Vanta Head Of Sales • November 28
This is a great question and a task that I was asked to take on for Vanta twice over the past two years - first helping us break into the mid-market, and later helping us break into the enterprise. My first piece of advice is to make sure that there's cross-functional alignment in your company......Read More
396 Views
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Eric Martin
Vanta Head Of Sales • November 28
First off, I'm going to assume that the question here is whether or not I have any advice for a "junior seller" who is a first sales hire. My advice is to ask your company leaders to help you find a sales mentor or sales coach. Asking for something like this is not a sign of weakness, it's a s......Read More
404 Views
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Eric Martin
Vanta Head Of Sales • November 28
Great question. The way that we've thought about shared KPIs has evolved over the years, and continues to evolve, as I think is true of most companies. One of our mottos here at Vanta is to "never win alone" and that also applies to all things demand generation. While we can cut the data a ......Read More
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Eric Martin
Vanta Head Of Sales • November 28
First off, congrats on the big gains in ARR & ACV, and also for putting some key processes in place. Like many of my other responses, let me say here that "It depends." We should find some time to chat about your situation. At Vanta, we had a repeatable sales playbook from the early days, but ......Read More
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