Liz Christo, Partner @ Stage 2 Capital
In this episode, Jack Richardson and Richard Armstrong chat with Liz Christo about her career journey to Stage 2 Capital. Liz shares insights on sales team building and upsell strategies from her time at NetSuite, highlighting her shift from sales to venture capital. They discuss creating sales playbooks, hiring strategies, and compare product-led growth with enterprise sales. The conversation also covers compensation, retention, and prospecting, along with the synergy between sales, marketing, and customer success. Liz offers insights into forecasting for investors and ends with a quick-fire round on contrarian beliefs in venture capital.
Key Points
- Effective sales playbooks focus on creating repeatable processes that can be scaled beyond the founder's unique approach.
- Hiring the right sales leader should be based on the company's immediate needs and growth phase, rather than past successes at different stages.
- Strong cross-functional alignment, particularly between sales and marketing, is crucial for achieving consistent revenue goals and preventing internal conflicts.
Liz Christo is a Partner at Stage 2 Capital, the fund headed by Mark Roberge, the founding CRO at HubSpot.
Before Stage 2, Liz spent 6 years at OpenView leading the Expansion Platform working with the likes of Calendly, Expensify & DataDog.
Prior to that, Liz spent a decade as an operator and was the AVP of BD at NetSuite, launching and scaling NetSuite’s BDR team to a 170-person global organisation.
This is a sales focused episode where we explore everything from defining a playbook, tweaking for PLG when doing sales led growth, compensation planning, how to best prospect and so much more. It’s a must listen for any early stage founder to build out an early sales team.
Chapters
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| 0:36 | |
| 3:02 | |
| 5:01 | |
| 6:31 | |
| 9:31 | |
| 14:43 | |
| 19:23 | |
| 26:31 | |
| 31:01 | |
| 35:53 | |
| 40:02 | |
| 42:11 | |
| 43:03 |
Transcript
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