HIGHLIGHTS

1:20 What exactly is Xactly and who are their ideal customers? 

7:00 Sales journey to CEO 

11:55 Entrepreneurial enthusiasm

26:42 Sales organization’s evolution after 16 years

30:10 The balance of having partners and direct sellers 

38:20 From private company to public, then to private and going back to being public

QUOTES

11:30  “So many things could go differently, so many startups fail for so many different reasons - but that never entered my mind. Looking back, I didn’t understand that - but at the time the idea of it not working was never ever in the realm of possibility”

11:55 “I call that entrepreneurial enthusiasm, if you didn’t have it - you won’t make it. You have to believe, you can’t even look back and think that it’s not gonna work - that’s not the way we think as entrepreneurs”

24:24 “CEOs can really be the chief evangelist for their company and it makes a huge difference. It’s more about that networking and developing and drawing people to you because they see you and they see “oh, this CEO isn’t afraid to be out there, is available we can talk to him”

Connect with Chris Cabrera in the link below.

Website: https://www.xactlycorp.com/

LinkedIN: https://www.linkedin.com/in/christophercabrera/

Twitter: https://twitter.com/cabrera

You can learn more about and connect with Alice Heiman in the links below.

Website: https://AliceHeiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman/