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The Innovator's Dilemma for SaaS Startups

Tom Tunguz

In short, new startups leverage a distribution advantage to acquire SMB customers at scale. This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts. 3 Year Total Sales Production, $M 10.9 and the outside teams are worth $5.2M.

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How ZoomInfo Converts Hundreds of Leads in a Single Day — With a ‘Demo Day’ Sprint

Sales Hacker

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. But, at the end of the day, the team did hit that first number. It sounded crazy at first.

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