John Davagian is a dynamic senior sales and management leader with measurable business building success in the software industry. He grows revenue and profitability through attention to detail, efficient sales engagements, and streamlined processes leading to new customer acquisition, customer expansion, business development, and outstanding customer relationship/retention management. John developed and operationalized GTM strategies that yield significant growth (100-300%) year over year to achieve $100M annual run rates.
In this episode:
- How John went from being a Finance major into Sales (and why this helps him be one of the best CROs)
- Why being very analytical & data-driven (as a Finance major) is crucial to be a successful Sales Leader today
- How John grew sales from $1 Million to $65 Million at Salsify
- Why confidence (and how to bounce back) is so critical in sales
- On metrics like PPR, Productivity Yield, Pipeline Growth, Pipeline Aging
- Esprit de corps on the sales floor, on making win and how that is so important
- On building a Winning Sales Culture and how the concept of Winning changes
- How productivity is affected as you get bigger
- Why a Win Rate of 60% is a bad thing and why there is really no such thing as Win Rate of 30% or 50% or more
- How "Closing the Aperture" on your market and prospects can help you grow faster
- About driving your $ACV (is it messaging, product features, pricing, etc.)
- Focusing on Expansion sales can yield exceptional growth beyond just New Logo Sales
- What is an "Enterprise Sales" and on whether there can ever be a unified definition in SaaS