Moeed Amin CEO Founder Proverbial Door and Host Persuasion Lab Podcast

#revopswithanedge #revops #revenueoperations  Moeed Amin CEO Founder Proverbial Door and Host Persuasion Lab Podcast joins Pete Jansons on the SAASholes Revenue Operations Podcast to talk SAAS and Financials. Chapters 0:00 1:44 Shout Outs 2:37 Pre Show Nerd out NeuroScience Chat 8:10 What is Proverbial Door? 9:21 Early Days of SAAS 11:54 What is SaaS? 15:27 How did "3 Year Deals" become a thing for Moeed? 12:10 An SDR Shouldn't be talking 3 year deals with Prospect 18:02 2023 Rough Times Dealing with Discounts and Cancels on long term deals 19:38 Perceived Risk Versus Actual Risk 21:38 Will Your Champion Stick their neck on the line for you? 22:45 Risk and Business Cycle 24:11 Promotion Optimizations are the 2nd Biggest Line Item 25:05 Capitalizing on Key Customer Moments 26:28 Founder Key Moments, If I want to scale my sales team what do i do first? Hire a CRO?? 28:19 New Grad Advice to research which company to work for in sales 29:40 Look at Liquidity ratio 29:50 Balance Sheet 30:01 Current Assets/Fixed Assets 30:47 Can the company service their debts? 30:52 Cash Statement 31:15 Revenue Growth of the Business 31:24 Growing Compared to their Industry? Compound Annual Growth Rate 32:16 SG&A Sales General Admiration (How Much is a company investing in sales and marketing) 32:53 Cost to Acquire New Customer/Lifetime Value of a Customer 34:58 Can a Founder Make it through the business lifecycle of a business 36:40 Benioff and Salesforce Can he withstand the challenge to his leadership? 43:45 If You Choose the wrong investor it will be worse than having the money that you want 45:05 Dual CEO's Salesforce/Netflix What happens when one leaves https://www.linkedin.com/in/moeedamin/ https://persuasionlab.podbean.com/ Moeed Bio https://www.proverbialdoor.com/about-us I was never a natural-born seller. In fact, I had to resign from my first sales job before they were going to fire me; even though I had helped close a £1M deal.  I then joined another company. Then the 2008 crash happened.  I questioned all my life’s choices. It was a dark time. I could hear the judgement from my parents. Sales was not considered a profession and I didn’t know anyone who was a successful seller. Then, something happened that changed everything. I was tidying my bookshelf when a book fell on my head. It was an old behavioural neuroscience textbook from my university degree. I stared at this book and realised that I was approaching sales the wrong way round.  I went back deep into my neuroscience training. I re-learned the neuroscience behind human behaviour. I re-learned the WHY and HOW for how we make decisions. From then on my life completely changed. My sales results exploded. I achieved almost 300% of my annual target in 2009 while everyone else was struggling. I became a specialist in selling to C-Level executives in $1B+ companies.  In the last 15 years I have interviewed over 428 buyers across 10 industries, 9 functional areas and 3 seniority levels, including CxOs. All of my Neuroscience knowledge, 20 years of sales experience, extensive interviews and research with buyers, plus my involvement with top-renowned sales researchers like Matt Dixon have been distilled into one of the most powerful sales training and advisory programs in the world.