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Fundamentals of Software Sales: Eric Martin
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Our guest Eric Martin has a background in software sales having worked for Swiftype (acquired by Elastic), DataFox (acquired by Oracle), and now at fast-growing cyber-security startup Vanta where he was the first sales employee. Eric has also been an entrepreneur having brought products to market in underwater hardware and fantasy sports markets.
Eric and I talk about:
2:20 His story growing up in Stockton
3:06 Studying in California & Saudi Arabia
5:18 Early entrepreneurial journey
6:51 Takeaways on building startups
9:22 Advice to entrepreneurs
11:22 Eric's journey into software sales -- Swiftype and DataFox
15:26 Software sales basics
18:49 How Eric landed his gig at Vanta?
19:58 Vanta
21:58 How Vanta saves time and $ for companies selling software to enterprise?
23:26 Who should get a SOC 2 certification in enterprise SAAS?
24:48 Takeaways for companies undergoing a SOC 2 certification
26:52 Building a sales team at Vanta -- how CRM (Salesforce, Hubspot etc) and thinking about an outbound engine is key from the start?
30:42 San Joaquin Soccer Alliance
33:24 Eric's daily habit or ritual taught by his dad that has changed his life
6 episodes
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