4 Unexpected Learnings from Databricks’ Sales Growth Machine From Its VP of Sales

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4 Unexpected Learnings from Databricks’ Sales Growth Machine From Its VP of Sales - SaaStr

Quick Summary:

A little ways back Databricks’ VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks’ GTM organization … as well as some things that haven’t worked as well. 4 Unexpected Learnings from Databricks’ Sales Growth Machine Calendar scraping reveals top performers spend disproportionate time on new prospects –...

Calendar scraping reveals top performers spend disproportionate time on new prospects – Databricks uses calendar data to track how their best AEs allocate time, discovering that overachievers focus on prospect development over existing accounts.

Scorecards evolve with company maturity – What made a great hire four years ago isn’t the same today; Databricks reduced emphasis on big data selling experience as the company grew, showing how hiring criteria must adapt.