Chris Degnan
speaker
1,056 appearances
2 recordings
2 series
first heard May 2026
last heard 23 May
Chris Degnan’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in May 2026 with 2.
Appearances
It's a question that every CEO asks me.
And the simple answer is, give me an example of you opening up two to three new logos in the last 24 months.
And then ask them next level questions like who was your champion?
Who was the economic buyer?
But if you start going down that avenue and they start faltering, it means they're lying.
And so you're looking for those people that have that experience of opening up new logos.
ServiceNow?
Otherwise it's the brand.
I won't name the name of the company that we were just talking about, but Chad helped me hire the head of sales and he was at a very mediocre company, but succeeded there for like seven years.
And so that that's grit.
I think that's a problem, too, is a lot of people in the security space, they want to hire people with security backgrounds.
And for the most part, a lot of the security companies have historically been channel-driven sales organizations.
So I actually have an affinity of not hiring people out of the security space.
There are some recent examples, like the team at Wiz, certainly a very good sales organization.
But the industry expertise does not matter as much as you being successful selling an enterprise technology.
If you have a company
And the founder says, oh, I should give them $2 million in quota.
My first question is, do you have any evidence to show that they should be able to hit that quota?
They're like, no, but we're an AI company.
Well, who gives a fuck that you're an AI company?
Showing 541–560 of 1,056 · page 28 of 53
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