The best sales people understand the psychology of sales… and the best sales leaders understand the psychology of leading a successful GTM organization. Tomer Chernia, SVP Sales at Vercel has mastered both.
In this episode, he takes us through his sales and leadership strategy, which scaled Vercel to $100M ARR at breakneck speed.
The key to sales outreach that unlocks every buyer profile and market segment
Vercel’s unique mock pitch process uncovers what hiring managers really want to see
Episode Content:00:00 - Introducing Tomer Chernia, SVP Sales @ Vercel04:00 - From Selling MarTech to Open Source DevTools07:04 - Selling and Outreach to the Open Source Community13:42 - Splitting up Territories and Deal Complexity19:13 - Profile of Salesperson that succeed in Mid-market and Enterprise22:25 - Sales Hiring in Hypergrowth27:54 - Remote vs In-person Culture and Performance40:05 - Investing in the Success of the Sales Team44:36 - How to think about quotas and compensation48:59 - Balanced and Thoughtful Growth Plans54:17 - Lightning Round: Sales as a Super Power, Controversial Advice, Best Fictional Sales Person
