Scot Chisholm on how Classy built a generation of tech salespeople using Aaron Ross's Predictable Revenue and Mark Roberge's analytical approach to scaling sales. He credits process-driven leadership and balancing human judgment with data as key to growing from zero to over 100 million.
Secret sauce. I feel like around training such a sales army. I mean, there is a huge generation of tech salespeople in San Diego and everywhere who started it at Classy.
Yeah.
I mean, hundreds of people who. Who have so much to kind of show from where they started and what you had to do to get from the bottom up.
You know, it all started with reading Aaron Ross's book Predictable Revenue way back in the day. Now that's probably, like, all too old school now, the approach, but the whole bdr sdr ae. And you know who I really, really admired for so many years was the CRO of HubSpot, Mark Roberge. And I was honored to actually have him on as a guest on my sort of private podcast for founders. We'll talk about Highland a little bit. But I loved Mark because he basically approached sales like an engineer, because he was an engineer. So he became the sales leader of HubSpot and brought them from zero to way over $100 million in an IPO by literally taking more of an analytical approach. He is humane. He's not like the spreadsheet jockey that we were talking about with the invest. He really looked at the process and the steps in the process very analytically.
