Jonathan Vassil, Tidemark Fellow and Chief Revenue Officer at Toast, is one of the most data-driven, fast-learning sales leaders we know. At Toast, he is rapidly scaling a direct salesforce that has generated over $500m in ARR last year.
In a roundtable discussion with Tidemark, JV shared his experience hyper-scaling a sales force while utilizing a reference-based, analytical approach. The audience loved the session so much that we turned it into this series: GTM Chalk Talks with JV.
After each session we host with JV, we will distill his wisdom into a handful of golden nuggets for sales leaders to think about and post them here. If you would like to sign up to be considered for participation in a future live session, please email us at firstname.lastname@example.org.
Selling local, creating a sales playbook, and leveraging what's unique about your business.
Fundamental sales truths, JV's hiring tips, selling a value prop to employees, and measuring performance.
There is no one-size-fits-all approach to multi-product go-to-market, but there are a few key elements related to product and go-to-market sequencing, buyer dynamics, incentive programs, and team structure to help guide your strategy and drive your multi-product flywheel.
Between the Covid-19 shutdowns in the past few years, and the uncertain market conditions today, maintaining growth can appear challenging. JV highlighted his approach: dig into the data, figure out how to maximize your resources and retain your strongest people, and then adjust your strategy and product offerings as needed.