Setting Priorities in Work and in Life with The RealReal CRO Kayti Sullivan

05/24/21 • 54 min

Grit

Previous Episode

CRO UiPath, Thomas Hansen: Balancing the Art and Science of Sales

For Thomas Hansen, chasing a passion was key to unlocking the path toward an impressive career. An avid windsurfer, Thomas started his professional life managing a small windsurfing company in Denmark — an experience where he learned what it takes to succeed.

Now, Thomas serves as Chief Revenue Officer of UiPath, a growing business that develops software for robotic process automation — freeing up time for companies to focus on innovation.

On this episode of Go To Market Grit, Thomas and Joubin discuss essential communication tips for sales leaders, as well as how to balance the science and art of sales.

In this episode, we cover:

Accountability, consistency, and predictability: The sales lessons Thomas learned during his early career working for Dell in Denmark. (0:59)
'It’s the passion in my life': Thomas talks about his love of windsurfing. (6:15)
How UiPath helps companies free up time through automation software — and the methods Thomas used to assess the company’s technology. (9:33)
Breadth vs. Depth: Why Thomas believes in the importance of getting exposure to different disciplines, functions, and geographies. (17:15)
'Crisp, and clear, and to the point:' How Thomas connects with his global sales team during the COVID-19 pandemic. (20:40)
The importance of sharing difficult feedback with people as early as possible 'in an authentic, humble and kind way.' (24:50)
Using reference calls to determine the qualities of a job candidate. (28:56)
Coupling science-enabled sales techniques with the art of connecting with a customer. (32:16)
How Thomas defines grit. (41:04)

Links:

Connect with Thomas Hansen
- UiPath's website
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Next Episode

President and COO Golden State Warriors, Brandon Schneider: Building One of the NBA’s Most Valuable Teams

Throughout his over 18 years working for the Golden State Warriors, Brandon Schneider has held several positions and seen it all.

From the depths of rarely making the playoffs, to the heights of making it to the NBA championship five times in a row with three wins, Brandon has held 10 titles at the Warriors — most recently, the role of President and Chief Operating Officer.

On this episode of Go to Market Grit, Joubin and Brandon geek out over their shared love of the Golden State Warriors, talk about building resilience in business, and the traits Brandon looks for in new sales hires.

In this episode, we cover:

Record-setting: The Golden State Warriors’ recent successes and its $4.7 billion valuation. (2:01)
Making an impact: Why Brandon stuck with working at the Warriors during the team's downturn — and the importance of finding a job you love. (6:20)
How the Golden State Warriors evolved after Joe Lacob and Peter Guber took charge — and the importance of hiring and recruiting great talent. (12:44)
Fan experiences, arenas, and digital presence: Creating an economically sustainable business despite 'the inevitable ups and downs of a basketball team.' (22:03)
Why the Warriors look at talent and character when recruiting athletes — and the relationship between fan experience and revenue. (26:49)
Building resilience in business: Withstanding adversity and making the most out of challenges. (31:17)
Work ethic, passion and confidence: The traits Brandon looks for in sales hires — and the parallels between sales and athletics. (34:51)
How the digital age has changed the importance of geographical markets in professional sports. (38:43)
How Brandon defines grit. (41:53)

Links: