Chad Peets

Focus, right? So focus is number one. So all I did was software sales recruiting. So the only people I was calling were software sales reps. So you learn your audience. So if you're a software sales rep and I study you enough, I know what motivates you. I know why you got into software sales. I know why you're sticking with your job. I know what's going to turn you on about the next job.

Focus, right? So focus is number one. So all I did was software sales recruiting. So the only people I was calling were software sales reps. So you learn your audience. So if you're a software sales rep and I study you enough, I know what motivates you. I know why you got into software sales. I know why you're sticking with your job. I know what's going to turn you on about the next job.

So when I'm looking at the current company I'm recruiting for, I have to look at the things they have to offer and line those up with what the salesperson is looking for. Very few people understand this. You have to know who the person is you're calling. Look at their background. Look at the jobs they've taken to get to where they are and understand, okay, this is what motivated this person.

So when I'm looking at the current company I'm recruiting for, I have to look at the things they have to offer and line those up with what the salesperson is looking for. Very few people understand this. You have to know who the person is you're calling. Look at their background. Look at the jobs they've taken to get to where they are and understand, okay, this is what motivated this person.

So when I'm looking at the current company I'm recruiting for, I have to look at the things they have to offer and line those up with what the salesperson is looking for. Very few people understand this. You have to know who the person is you're calling. Look at their background. Look at the jobs they've taken to get to where they are and understand, okay, this is what motivated this person.

By the way, it's also how you avoid calling. 95% of the people that sell software, I don't recruit salespeople anymore, but 95% of the people that sell software, I'm never calling because I can look at your background and say, okay, I know a lot about you because you made this change at this point in time. I know what you were looking for.

By the way, it's also how you avoid calling. 95% of the people that sell software, I don't recruit salespeople anymore, but 95% of the people that sell software, I'm never calling because I can look at your background and say, okay, I know a lot about you because you made this change at this point in time. I know what you were looking for.

By the way, it's also how you avoid calling. 95% of the people that sell software, I don't recruit salespeople anymore, but 95% of the people that sell software, I'm never calling because I can look at your background and say, okay, I know a lot about you because you made this change at this point in time. I know what you were looking for.

And because you were looking for that, you can't be looking for what I have to offer. I'm not calling. It's very targeted. So like my claim to fame when I was doing sales recruiting was two candidates, one hire every time. And so like when Chris and I, if you're going to go now, we're getting off target a little bit, but but.

And because you were looking for that, you can't be looking for what I have to offer. I'm not calling. It's very targeted. So like my claim to fame when I was doing sales recruiting was two candidates, one hire every time. And so like when Chris and I, if you're going to go now, we're getting off target a little bit, but but.

And because you were looking for that, you can't be looking for what I have to offer. I'm not calling. It's very targeted. So like my claim to fame when I was doing sales recruiting was two candidates, one hire every time. And so like when Chris and I, if you're going to go now, we're getting off target a little bit, but but.

Chris and I took a sales organization and grew it faster than any sales organization has ever grown in history at Snowflake. There might have been others since that have grown faster, but at the time, nobody's done that, right? And if you're going to scale like that, you can't have 10 interviews per hire, right? It kills the productivity. So my claim to fame was, look, I'll nail this.

Chris and I took a sales organization and grew it faster than any sales organization has ever grown in history at Snowflake. There might have been others since that have grown faster, but at the time, nobody's done that, right? And if you're going to scale like that, you can't have 10 interviews per hire, right? It kills the productivity. So my claim to fame was, look, I'll nail this.

Chris and I took a sales organization and grew it faster than any sales organization has ever grown in history at Snowflake. There might have been others since that have grown faster, but at the time, nobody's done that, right? And if you're going to scale like that, you can't have 10 interviews per hire, right? It kills the productivity. So my claim to fame was, look, I'll nail this.

I'm going to put two people in front of you. You're going to hire one of them every time. And it's about understanding your audience. And it's about understanding what you have to sell that audience and aligning the two before you even get on the call.

I'm going to put two people in front of you. You're going to hire one of them every time. And it's about understanding your audience. And it's about understanding what you have to sell that audience and aligning the two before you even get on the call.

I'm going to put two people in front of you. You're going to hire one of them every time. And it's about understanding your audience. And it's about understanding what you have to sell that audience and aligning the two before you even get on the call.

It doesn't matter. Every company I've ever built is horizontal, to be clear. I've never built a sales organization focused on a particular vertical. I actually don't think that's a great approach. There's companies that have been successful in doing so, but if you're going to sell a product that only goes to one vertical, you're seriously limiting the size that the company can be.

It doesn't matter. Every company I've ever built is horizontal, to be clear. I've never built a sales organization focused on a particular vertical. I actually don't think that's a great approach. There's companies that have been successful in doing so, but if you're going to sell a product that only goes to one vertical, you're seriously limiting the size that the company can be.

It doesn't matter. Every company I've ever built is horizontal, to be clear. I've never built a sales organization focused on a particular vertical. I actually don't think that's a great approach. There's companies that have been successful in doing so, but if you're going to sell a product that only goes to one vertical, you're seriously limiting the size that the company can be.