Using Psychology to Scale GTM to $100M with Tomer Chernia, SVP Sales at Vercel
The best sales people understand the psychology of sales… and the best sales leaders understand the psychology of leading a successful GTM organization. Tomer Chernia, SVP Sales at Vercel has mastered both. In this episode, he takes us through his sales and leadership strategy, which scaled Vercel to $100M ARR at breakneck speed. - The key to sales outreach that unlocks every buyer profile and market segment - Vercel’s unique mock pitch process uncovers what hiring managers really want to see- Reconciling team morale with the board’s demands to conquer higher revenue targets Episode Content:00:00 - Introducing Tomer Chernia, SVP Sales @ Vercel04:00 - From Selling MarTech to Open Source DevTools07:04 - Selling and Outreach to the Open Source Community13:42 - Splitting up Territories and Deal Complexity19:13 - Profile of Salesperson that succeed in Mid-market and Enterprise22:25 - Sales Hiring in Hypergrowth27:54 - Remote vs In-person Culture and Performance40:05 - Investing in the Success of the Sales Team44:36 - How to think about quotas and compensation48:59 - Balanced and Thoughtful Growth Plans54:17 - Lightning Round: Sales as a Super Power, Controversial Advice, Best Fictional Sales PersonAre you Hiring Salespeople? Check out Bravado Talent - https://talent.bravado.co/LinkedIn - https://www.linkedin.com/company/wearebravadoTwitter - https://www.twitter.com/bravadoInstagram - https://www.instagram.com/bravado_sales/https://Bravado.co