Jeetu Mahtani

And how would you structure that? The way I would think about it is like, why would you have sales reps showing up at an expensive office with no leads and purely cold calling? Like that's not the most efficient way to set up your team for success.

I would say in today's world, it's a mix of if you're investing in marketing, well, let's get an ROI on marketing. But we also have to appreciate that marketing can be responsible for like the full number. There's a percent of that number that needs to come from AE's own activities, working with BDRs through other non-marketing type.

I would say in today's world, it's a mix of if you're investing in marketing, well, let's get an ROI on marketing. But we also have to appreciate that marketing can be responsible for like the full number. There's a percent of that number that needs to come from AE's own activities, working with BDRs through other non-marketing type.

I would say in today's world, it's a mix of if you're investing in marketing, well, let's get an ROI on marketing. But we also have to appreciate that marketing can be responsible for like the full number. There's a percent of that number that needs to come from AE's own activities, working with BDRs through other non-marketing type.

I would not fully agree with it. I would partly agree with it, with it's not the most efficient go to market when you have pure cold calling with BDR. But when you get much more sophisticated, you think about your target market, you think about your target lists. You think about first party and third party signals that you can get today when buyers are researching solutions like yours.

I would not fully agree with it. I would partly agree with it, with it's not the most efficient go to market when you have pure cold calling with BDR. But when you get much more sophisticated, you think about your target market, you think about your target lists. You think about first party and third party signals that you can get today when buyers are researching solutions like yours.

I would not fully agree with it. I would partly agree with it, with it's not the most efficient go to market when you have pure cold calling with BDR. But when you get much more sophisticated, you think about your target market, you think about your target lists. You think about first party and third party signals that you can get today when buyers are researching solutions like yours.

So you're not doing a pure outbound, pure cold call. What we would call like almost like all bound. Harry. It's a mix of inbound and outbound whereby you're knocking on doors, but it's the right doors. When you speak with them, you know, they have some pain.

So you're not doing a pure outbound, pure cold call. What we would call like almost like all bound. Harry. It's a mix of inbound and outbound whereby you're knocking on doors, but it's the right doors. When you speak with them, you know, they have some pain.

So you're not doing a pure outbound, pure cold call. What we would call like almost like all bound. Harry. It's a mix of inbound and outbound whereby you're knocking on doors, but it's the right doors. When you speak with them, you know, they have some pain.

And this is where it comes back to like, how do you enable your BDRs and AEs to be able to have those type of conversations when they don't know your brand, but we know there is a pain that they're trying to solve.

And this is where it comes back to like, how do you enable your BDRs and AEs to be able to have those type of conversations when they don't know your brand, but we know there is a pain that they're trying to solve.

And this is where it comes back to like, how do you enable your BDRs and AEs to be able to have those type of conversations when they don't know your brand, but we know there is a pain that they're trying to solve.

I do strongly believe that founders need to play an active role in the creation or the co-creation of the sales playbook. And I would also encourage all founders early stages, I don't know, until you get to 100 or more customers, you need to be on every sales call. One is you're not filled with Dozens of sales reps. You have maybe in the early days, couple, maybe two, three sales reps.

I do strongly believe that founders need to play an active role in the creation or the co-creation of the sales playbook. And I would also encourage all founders early stages, I don't know, until you get to 100 or more customers, you need to be on every sales call. One is you're not filled with Dozens of sales reps. You have maybe in the early days, couple, maybe two, three sales reps.

I do strongly believe that founders need to play an active role in the creation or the co-creation of the sales playbook. And I would also encourage all founders early stages, I don't know, until you get to 100 or more customers, you need to be on every sales call. One is you're not filled with Dozens of sales reps. You have maybe in the early days, couple, maybe two, three sales reps.

And there's some magic in the early days when a prospect hears from a founder on why they built the product. What is the vision of the product? Prospects know like you are a no brand company. You're in the early days of speaking directly with the founder. So I think it helps. You know, winning those early days. The other is, I don't think founders get everything right on day one.

And there's some magic in the early days when a prospect hears from a founder on why they built the product. What is the vision of the product? Prospects know like you are a no brand company. You're in the early days of speaking directly with the founder. So I think it helps. You know, winning those early days. The other is, I don't think founders get everything right on day one.

And there's some magic in the early days when a prospect hears from a founder on why they built the product. What is the vision of the product? Prospects know like you are a no brand company. You're in the early days of speaking directly with the founder. So I think it helps. You know, winning those early days. The other is, I don't think founders get everything right on day one.

HubSpot didn't get everything right on day one. We made several tweaks, pivots over time. You do need to create that feedback loop. And founders, what better way than to be on a live call hearing about prospects and what challenges they're dealing with? So you can create that feedback loop back into the product development.