Articles by Bardia Shahali
Avoid the land of no decision: 6 critical questions for every discovery callBardia describes how the risk of not doing discovery is getting stuck in “the land of no decision”. He explains 6 discovery questions to consider: 1. What initially piqued your interest? 2. What’s the problem you’re trying to solve? 3. How are you addressing this problem today? 4. How are you measuring your goals? 5. How far are you into your evaluation process? 6. Who else on your team should be involved?
Hiring reps 2 through 10 at your startupBardia explains that when it’s time to hire your second AE, you can de-risk the process by focusing on the following 4 categories: • Previous startup experience ensures that the candidate will be resourceful and capable of navigating ambiguity • Similar ACV and sales cycle to avoid hiring reps who are more experienced with higher ACVs and longer sales cycles • Inbound vs. outbound considerations for reps who are comfortable with outbound and those who have only worked with inbound leads • Domain expertise can accelerate ramp times and help reps understand the space and buyers better