This seller helped scale ServiceNow from 140m ARR at IPO In this episode we’re dissecting his career in software sales and discuss his most important lessons learned, mistakes made and insights gained. More specifically<br /> Kevin shares his framework for exploring customer’s needs we dive deep into pricing, packaging and discounting and Kevin provides his view on focussing on SMB vs.enterprise clients. Today Kevin is a Venture Partner and Software Sales Expert for Eightroads - a global venture capital firm. Restaurant Tipps: San Diego: George's at the Cove https://www.georgesatthecove.com/ Jake's Del Mar https://jakesdelmar.com/ Ad partner: ARRtist CIRCUS - Europe’s Learning & Development Festival for Sales & Customer Success teams www.arrtist-circus.com Related Shows (in english): Seth DeHart - https://arrtist.podigee.io/118....-the-9-plus-1-worst- Lisa Skowron Mota https://arrtist.podigee.io/109....-250-mio-arr-and-400 Patrik Polak https://arrtist.podigee.io/66-the-money-machine