Michelle Benfer, former senior vice president of sales at HubSpot, joins Bill and special co-host Neeraj Agrawal, Battery Ventures general partner, to explore how to drive effective sales strategies in B2B SaaS companies, unpacking HubSpot’s innovative “upside-down” quota model, the importance of understanding buyer behavior in the sales process and how AI and machine learning will change go-to-market strategy. 

03:09 The Future of Sales

06:10 Analyzing Buyer Engagement

10:25 Upside-Down Quota Model

24:52 Catering to Multiple Personas

28:13 Create, Process, Close: Breaking Down the Sales Process

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