Grit

Guest: Jay Snyder; Senior Vice President of Global Strategic Services at UiPath

In this episode, we cover: The benefits of value-based selling and Jay’s career path from consultant to sales leader. (3:56) ... How Jay earned the respect of his sales team despite his non-traditional background. (8:46) ... Why the role of “Chief Customer Officer” is becoming more common in business. (13:03) ... The desire to have a lasting impact on a business and to “drive relevancy.” (14:26) ... How Jay rallies his sales organization around new goals. (16:40) ... Ways to effectively identify and communicate a product’s value to the customer. (20:53) ... What a good customer success manager (CSM) looks like. (27:32) ... Why simplification of a business’ operations is crucial to successfully scaling it. (33:20) ... How the fear of failure is a good motivator for success — and why it’s sometimes OK to “fail fast.” (35:36) ... How Jay defines grit. (38:42)

Show Notes

If a customer doesn’t understand how a product will provide a positive impact to their business, will they buy it? It may seem like a simple question — but for Jay Snyder, identifying and communicating such areas of value to customers is a crucial aspect of keeping a business growing.


On this episode of Go to Market Grit, Jay and Joubin discuss ways to build respect as a new leader, how to effectively communicate a product’s value to a customer, and why simplifying a business is crucial to successfully scaling it. 


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What is Grit?

Grit explores what it takes to create, build, and scale world-class organizations. It features weekly episodes highlighting the leaders who are pushing their companies to make a difference. This series is hosted by Joubin Mirzadegan, go to market operating partner at Kleiner Perkins, a venture capital firm investing in history-making founders.