Our guest today is Sam Trachtenberg. This episode is different than usual, as Sam is not a seller, but a buyer. Sam has been VP of Operations at companies as big as AdRoll, buying products to help over 500 employees and spending many millions of dollars every year, and COO at companies as new as WhereTo, his current venture-backed startup where not a single tool gets bought and implemented without his approval.

 

Speaking with Sam taught me how the person on the other side of the phone thinks. We talk about what the conversation looks like when his team says they need a product, stories of terrible sales processes, and how he decides whether to build or to buy a product. 

 

Understanding the buyer and their needs and learning to speak their language is the name of the game in early-stage sales. I loved talking to Sam, because it gave a peek into what happens after the call. I hope you enjoy my conversation with Sam Trachtenberg.

 

www.whereto.com