#revopswithanedge #revops #revenueoperations 

Moeed Amin CEO Founder Proverbial Door and Host Persuasion Lab Podcast joins Pete Jansons on the SAASholes Revenue Operations Podcast to talk SAAS and Financials.

Chapters

0:00

1:44 Shout Outs

2:37 Pre Show Nerd out NeuroScience Chat

8:10 What is Proverbial Door?

9:21 Early Days of SAAS

11:54 What is SaaS?

15:27 How did "3 Year Deals" become a thing for Moeed?

12:10 An SDR Shouldn't be talking 3 year deals with Prospect

18:02 2023 Rough Times Dealing with Discounts and Cancels on long term deals

19:38 Perceived Risk Versus Actual Risk

21:38 Will Your Champion Stick their neck on the line for you?

22:45 Risk and Business Cycle

24:11 Promotion Optimizations are the 2nd Biggest Line Item

25:05 Capitalizing on Key Customer Moments

26:28 Founder Key Moments, If I want to scale my sales team what do i do first? Hire a CRO??

28:19 New Grad Advice to research which company to work for in sales

29:40 Look at Liquidity ratio

29:50 Balance Sheet

30:01 Current Assets/Fixed Assets

30:47 Can the company service their debts?

30:52 Cash Statement

31:15 Revenue Growth of the Business

31:24 Growing Compared to their Industry? Compound Annual Growth Rate

32:16 SG&A Sales General Admiration (How Much is a company investing in sales and marketing)

32:53 Cost to Acquire New Customer/Lifetime Value of a Customer

34:58 Can a Founder Make it through the business lifecycle of a business

36:40 Benioff and Salesforce Can he withstand the challenge to his leadership?

43:45 If You Choose the wrong investor it will be worse than having the money that you want

45:05 Dual CEO's Salesforce/Netflix What happens when one leaves

https://www.linkedin.com/in/moeedamin/

https://persuasionlab.podbean.com/

Moeed Bio https://www.proverbialdoor.com/about-us

I was never a natural-born seller. In fact, I had to resign from my first sales job before they were going to fire me; even though I had helped close a £1M deal. 

I then joined another company. Then the 2008 crash happened.

 I questioned all my life’s choices. It was a dark time. I could hear the judgement from my parents. Sales was not considered a profession and I didn’t know anyone who was a successful seller.

Then, something happened that changed everything.

I was tidying my bookshelf when a book fell on my head. It was an old behavioural neuroscience textbook from my university degree. I stared at this book and realised that I was approaching sales the wrong way round. 

I went back deep into my neuroscience training. I re-learned the neuroscience behind human behaviour. I re-learned the WHY and HOW for how we make decisions.

From then on my life completely changed. My sales results exploded. I achieved almost 300% of my annual target in 2009 while everyone else was struggling.

I became a specialist in selling to C-Level executives in $1B+ companies. 

In the last 15 years I have interviewed over 428 buyers across 10 industries, 9 functional areas and 3 seniority levels, including CxOs.

All of my Neuroscience knowledge, 20 years of sales experience, extensive interviews and research with buyers, plus my involvement with top-renowned sales researchers like Matt Dixon have been distilled into one of the most powerful sales training and advisory programs in the world.