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Lisa McClure (Regional Vice President, Revenue Cloud (SMB West), Salesforce) spends her day selling to people just like her - salespeople.

While this means she understands the persona, it also means that she knows the roadblocks preventing a deal from getting done.

In this episode, Lisa talks with special host Armen Zildjian (Drift's VP of Mid-Market Sales) about how her sales team overcomes these roadblocks. She explains what it's like to sell an "add-on" component of the larger Salesforce product, how she leads a start-up sales function, and the key characteristics that constitute a strong startup seller.

Talking Points:
(00:00) Introduction
(01:48) Lisa’s career journey to sales
(03:12) What Lisa loves about leading sales teams
(04:36) What is Salesforce’s Revenue Cloud, and how does it fit within the larger Salesforce product?
(05:25) How Lisa’s team navigates selling to multiple personas with various sales processes
(07:42) How Lisa’s team has shifted its messaging during the turbulent economic climate
(09:15) How Lisa thinks about selling as an “add-on”
(11:50) How the Revenue Cloud sales team works with customer marketing to sell into existing install bases
(15:42) Lisa’s thoughts on leading a startup function within a larger organization
(21:25) How Lisa communicates the ROI & efficiency of her team to the broader sales organization
(23:31) The unique hiring characteristics in a startup seller
(27:20) The #1 thing Lisa’s team is focused on to accelerate revenue for Salesforce Revenue Cloud this year

*Note: This episode was recorded when Lisa was the Regional Vice President of SMB West at Salesforce Revenue Cloud. She is now the Director of Sales Development - Commerce for Salesforce

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About Drift: Drift is more than just a technology company. Drift is a connection company. Connecting buyers with sellers and empowering experiences everyone loves.

At Drift, we believe that from meeting people to starting a business relationship, everything starts with a conversation. Drift specializes in helping start the right business conversations — making sure they happen when they’re supposed to and completely personalizing them to buyers.

Drift's Conversational Cloud, comprised of Conversational Marketing, Conversational Sales, and Conversational Service, all powered by underlying Conversational AI, breaks down the silos across your team so you can deliver personalized experiences that turn into more quality pipeline, revenue, and happy customers.

Learn more: https://www.drift.com/