20Sales: The Biggest Sales Lessons Scaling Brex to $400M ARR, Why Startups are Doing Outbound Wrong and How to Fix It & Why Demand Gen is the Bottleneck for all Startups and How to Solve it with Sam Blond, Former CRO @ Brex

This podcast episode explores the strategies and tactics for building a successful sales team in a startup. The speakers discuss the importance of picking the right company to join, hiring the right sales representatives, leveraging personal networks for recruitment, onboarding and measuring the success of new hires, diagnosing bottlenecks in sales growth, generating demand through outbound sales, and using unconventional tactics for effective outreach. They also touch on the impact of AI on outbound sales, the strategies used by successful companies to stand out in the market, and various sales tactics and desired changes in the industry. The episode concludes with a discussion on the importance of small, incremental improvements and the power of focus and attention to detail.