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🇬🇧124: Software Sales - Learnings from 25 years of hands-on experience with Kevin Kimber
This seller helped scale ServiceNow from <1m ARR to >140m ARR at IPO
In this episode we’re dissecting his career in software sales and discuss his most important lessons learned, mistakes made and insights gained.
More specifically
Kevin shares his framework for exploring customer’s needs
we dive deep into pricing, packaging and discounting
and Kevin provides his view on focussing on SMB vs.enterprise clients.
Today Kevin is a Venture Partner and Software Sales Expert for Eightroads - a global venture capital firm.
Restaurant Tipps:
San Diego:
George's at the Cove
https://www.georgesatthecove.com/
Jake's Del Mar
https://jakesdelmar.com/
Ad partner:
ARRtist CIRCUS - Europe’s Learning & Development Festival for Sales & Customer Success teams
www.arrtist-circus.com
Related Shows (in english):
Seth DeHart - https://arrtist.podigee.io/118-the-9-plus-1-worst-sales-mistakes-saas-foulders-should-avoid-according-to-point-9
Lisa Skowron Mota
https://arrtist.podigee.io/109-250-mio-arr-and-400k-customer
Patrik Polak
https://arrtist.podigee.io/66-the-money-machine
View all episodes
By Jannis Bandorski, Julius Göllner and Matthias Ernst (Founder of B2B SaaS network ARRtist)This seller helped scale ServiceNow from <1m ARR to >140m ARR at IPO
In this episode we’re dissecting his career in software sales and discuss his most important lessons learned, mistakes made and insights gained.
More specifically
Kevin shares his framework for exploring customer’s needs
we dive deep into pricing, packaging and discounting
and Kevin provides his view on focussing on SMB vs.enterprise clients.
Today Kevin is a Venture Partner and Software Sales Expert for Eightroads - a global venture capital firm.
Restaurant Tipps:
San Diego:
George's at the Cove
https://www.georgesatthecove.com/
Jake's Del Mar
https://jakesdelmar.com/
Ad partner:
ARRtist CIRCUS - Europe’s Learning & Development Festival for Sales & Customer Success teams
www.arrtist-circus.com
Related Shows (in english):
Seth DeHart - https://arrtist.podigee.io/118-the-9-plus-1-worst-sales-mistakes-saas-foulders-should-avoid-according-to-point-9
Lisa Skowron Mota
https://arrtist.podigee.io/109-250-mio-arr-and-400k-customer
Patrik Polak
https://arrtist.podigee.io/66-the-money-machine