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Path to Market: Adapting Sales Strategies for Startups and Enterprise with Fanny Talagrand of Stripe 1v1e2g
15/04/2025
15/04/2025
In the latest episode of “Path to Market,” Natasha and Micah are ed by Fanny Talagrand, Head...
In the latest episode of “Path to Market,” Natasha and Micah are ed by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding needs and journeys, leveraging , and the different dynamics between selling to startups versus enterprises. She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with s early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance. Tune in to learn about: - how to align sales strategies with the needs and journeys of different types of s; - how PLG and enterprise motions can coexist with careful planning and differentiation in journeys; - why as companies grow, including a sales team becomes vital to extend market reach and s who require more comprehensive solutions; - and more practical strategies for founders looking to enhance their sales operations and build successful teams. 00:00 Introduction to Path to Market 01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe 02:13 Fannie's Career Journey 04:29 Comparing Sales at Google Cloud and Stripe 06:58 The Importance of Product and 13:31 Sales Metrics and Funnel Optimization 16:32 Differences in Selling to SMBs vs. Enterprises 24:07 Hiring the Right Sales Leader 34:29 Onboarding New Sales Hires 40:09 Conclusion and Final Thoughts