20Sales: Biggest Lessons Scaling Slack from $6M to $1BN in ARR | How to Build a Customer Success Machine and Where Most Go Wrong | The Framework to Hire All Sales Reps: Take-Home Assignments, Hiring Panels and more with AJ Tennant @ Glean

462.188 - 487.85 AJ Tennant

The way I look at it is when you're first sort of going to market, you can't all of a sudden just try to sell to everyone, right? If you all of a sudden are trying to go to the Fortune 100 and also sell to SMBs, you're going to fail. I think a really good place to sell to is in that middle market space and going after that and getting to product market fit, you get more cycles, more at bats.