{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Grow & Tell","title":"Outcome-Based Selling: How Rich Liu scaled sales at Facebook, Mulesoft, and TripActions","html":"","width":"100%","height":180,"duration":3684,"description":"Rich Liu, CRO of Everlaw, recounts stories from his time leading early sales at Facebook in 2010, taking the plunge into B2B SaaS at MuleSoft, and selling a corporate travel platform during the pandemic.Rich Liu’s philosophy to scaling sales at 5 unicorn companies has been surprisingly simple: build the sales process to help the customer achieve their business outcomes.In this episode, Alex and Rich talk about:The early days of sales at Facebook, including selling ads through the 2012 presidential election, the threat of mobile, and Facebook’s “black eye” IPOHow he transformed MuleSoft's sales model from a technical sale to an outcome-based saleHow he hired a sales team at scale after MuleSoft was acquired by SalesforceSelling to economic buyers through the pandemic at TripActionsSelling in a down market at Everlaw","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}