20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia
23rd March 2023
Andy Pflaum is the Founder & CEO @ Astro, the startup that brings email, calendar, and an AI-powered assistant together to help you focus on what’s most important. They have raised over $10m from leading West Coast investors such as Satish @ Redpoint, former guests Kent Goldman @ Upside and Michael Dearing @ Harrison Metal. As for Andy, prior to founding Astro, he spent 15 years in the valley, serving as the CMO @ Zimbra where he saw their immense scaling to their $350m acquisition by VMware where he then spent time on the other side of the table before moving to Chile to manage a family winery for 1.5 years.
In Today’s Episode You Will Learn:
1.) How Andy made his way into the world of startups, made the transition to large corporates with VMware and Yahoo, came to run a Winery in Chile before founding Astro?
2.) Found a startup, work in early-stage startup or work at large incumbent; where does Andy believe young people today have the biggest growth opportunities? How does this mean emerging startups have to react to attain that talent?
3.) Why does Andy disagree with the notion that more and more incumbents are falling? Why is it harder than ever to compete against such a strong set of incumbents? What are the dangers of dependency on paid growth?
4.) How does Andy feel about distributed workforces? What is core to attaining the individuals and then scaling them successfully as a team, in a distributed fashion? How does Andy feel about hiring technical talent in the bay today?
5.) Why does Andy also argue, despite the incumbents, that it is also easier than ever to operate a business today What are the core changes that have allowed for this to happen? How does Andy break down the tech stack they use for Astro?
Items Mentioned In Today’s Show:
Andy’s Fave Book: The Wright Brothers
Andy’s Fave Blog: Tom Tunguz, Michael Dearing: Harrison Metal
As always you can follow Harry, The Twenty Minute VC and Andy on Twitter here!
Likewise, you can follow Harry on Snapchat here for mojito madness and all things 20VC.
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