{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Grow & Tell","title":"Talkin' Sales in a Pickup Truck: How Ben Braverman grew Flexport to a $2B run rate","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/5d2fcef3\"></iframe>","width":"100%","height":180,"duration":2991,"description":"Ben Braverman, Chief Business Officer of Hadrian and former CRO of Flexport, shares how he grew Flexport to an $8 billion valuation.Flexport is a freight forwarder. They help book, track, and deliver freight shipments. So not only did Flexport’s sales team have to cope with the usual challenges of growing a SaaS company, they also had to handle the real-world logistical challenges that come from working with factories, customs agencies, and 747s. Alex and Ben became friends when Flexport invested in our company: Dock.In this episode, Alex and Ben talk about:The importance of solving complete problems for your customersWhy Flexport started with the long tail of SMB customersWhy Ben scaled the sales team slowlyWhat makes a great SMB vs. mid-market vs. key accounts sales repFlexport’s selling squadsHow they ramped up new sellersThe double-edged sword of succeeding as a first-time revenue leaderHis new role at Hadrian, the future of space manufacturing, and “space lasers”He’s also our first-ever guest to call in from a pickup truck in Wyoming.","thumbnail_url":"https://img.transistorcdn.com/z-iUS6zahOq4Vqa6k7-pru3J7xOWQG-vAFvOXbHW144/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzQxNTMzLzE2ODY3/ODM4MDUtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}