Welcome back! Today I'm joined by my two pals Jon Festejo (CEO, Salesbricks) and Trenton Truitt (GTM SaaS Leader) to wax on about the evolution of B2B SaaS sales, specifically the importance of in-person and remote strategies. Trenton cut his teeth selling in-person in the late 90's with PTC, a company that took the pen and paper out of engineers and designers hands and replaced it with AutoCAD. Jon Festejo, Co-founder and CEO of Salesbricks, cut his teeth in-person, and then started a company remotely during COVID. Stick around to hear how in-person is making its way back into top-performing sales organizations, along with a warning to US-based sellers.

(00:00) Meet Trenton and Jon

(01:29) How Jon met Trenton (and he's been taking his money ever since)

(06:33) How Trenton kicked his career off smoke-stacking (in-person!)

(08:47) Mold Manufacturers, Horsefly's, and Great Conversation

(11:02) You can't fake it in-person

(12:47) Trenton's Got Spidey Sense

(14:00) The Social Contract x High-Trust

(15:58) Show up to a prospect unannounced?

(17:06) Trenton has done his fair share of sitting in a lobby

(19:33) Navigating the Remote Work Challenges

(21:46) Going wide

(24:32) Captain Truitt trusts, but always verifies

(27:16) What do you do when you get GHOSTED?

(28:58) Most Valuable Conversation: The Hallway One

(29:38) A16Z's Executive Briefing Center with Satya

(32:35) How Jon showed up in-person to get the deal over the line

(33:44) US-based sellers are in trouble!

(35:27) Trenton's two final observations

(37:16) Thank-you, and goodbye