About this episode
Chris Degnan was the first sales hire at Snowflake and spent 11 years scaling the company from zero to $3.5 billion in revenue as its CRO, working alongside four different CEOs and learning from each one. In this episode, Chris breaks down what it actually takes to scale an enterprise sales organization, why MEDDIC is the methodology every founder should know, and what working under Frank Slootman taught him about firing fast, taking feedback and finding the fakers in your team.
In today's episode, we discuss:
What the CRO job looks like at $10M vs. $1B+
Why sales leaders must know how to sell the product themselves
The MEDDIC methodology and why it's a founder's best insurance policy
How to find the fakers, manage-uppers and passengers in your org
What Frank Slootman got right — and wrong — about scaling Snowflake
Why most AI companies will face a go-to-market reckoning
References:
Amazon: https://www.amazon.com/
Bob Muglia: https://www.linkedin.com/in/bob-muglia-714ba592/
Carl Eschenbach: https://www.linkedin.com/in/carl-eschenbach-980543/
Christian Kleinerman: https://www.linkedin.com/in/christian-kleinerman-a973102/
Denise Persson: https://www.linkedin.com/in/denisepersson/
Dell: https://www.dell.com/
Frank Slootman: https://www.linkedin.com/in/frankslootman/
John McMahon: https://www.linkedin.com/in/johnmcmahon1/
Michael Scarpelli: https://www.linkedin.com/in/michael-scarpelli-1b289b9/
Microsoft: https://www.microsoft.com/
Oracle: https://www.oracle.com/
Salesforce: https://www.salesforce.com/
Snowflake: https://www.snowflake.com/
Sridhar Ramaswamy: https://www.linkedin.com/in/sridhar-ramaswamy/
Stanford Graduate School of Business: https://www.gsb.stanford.edu/
Where to find Chris:
LinkedIn: https://www.linkedin.com/in/chris-degnan/
Where to find Brett:
