Create a Billion Dollar Sales Culture w/ Greg Holmes (CRO, Zoom)

04/02/25 • 34 min

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We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team.

When Greg left the company, Zoom was valued at $140 billion.

He credits his ability to build the foundational team in finding go-to-market fit as a key ingredient to that success. The team to accelerated finding how to build the methodology to support go-to-market fit.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team.

When Greg left the company, Zoom was valued at $140 billion.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

Previous Episode

Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)

Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want."

Yeah, , we all want that, but the question is how do you get there?

So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook.

Links

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠ // Produced by Matthew Brown

Next Episode

Perfecting a Bottoms Up & Top Down Sales Motion w/ Chris Merritt (Founding CRO, Cloudflare)

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What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call?

You'd think I'm crazy.

Chris Merritt (Founding CRO, Cloudflare) built a sales team that's a peer to its very technical buyer, whose first and only objective is to answer the buyer's questions.

He actually looked at the company's blog as inspiration on the type of salespeople he would hire and the type of sales culture he will build.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

The Science of Scaling is a HubSpot Media podcast // ⁠Learn more about HubSpot for Startups⁠ // Produced by Matthew Brown