Grit

Guest: Mark Wayland, Chief Revenue Officer at Box

In this episode, we cover: The importance for a sales leader to hone sales operation and strategy skills. (3:01) ... How sales has changed as technology evolves. (9:37) ... How Box is changing how people work through cloud content management — and why sales leaders should focus on forging a positive workplace culture. (18:25) ... Selling across segments: Box's go-to-market strategy. (24:29) ... Why Box aspires to be a ‘trusted advisor’ to enterprise businesses. (27:16) ... How remote work during the COVID-19 pandemic has made it more difficult for Mark to make personal connections with his sales team. (31:27) ... ‘You have to fail a lot in order to succeed': How Mark defines grit. (33:58) ... 'Land, adopt, and expand': Box's future plans for growth. (43:03)

Show Notes

As Chief Revenue Officer of cloud content management and file sharing company Box, Mark Wayland and his team have taken on a “land, adopt, and expand” business model to attract new buyers across various industries and locations.


This strategy seems to be paying off — according to Box, 68% of the Fortune 500 currently use the SaaS company’s products.


On today’s episode of Go To Market Grit, Joubin and Mark talk more about Box’s go-to-market strategy, as well as the importance of learning from failure.


In this episode, we cover:
  • The importance for a sales leader to hone sales operation and strategy skills. (3:01)
  • How sales has changed as technology evolves. (9:37)
  • How Box is changing how people work through cloud content management — and why sales leaders should focus on forging a positive workplace culture. (18:25)
  • Selling across segments: Box's go-to-market strategy. (24:29)
  • Why Box aspires to be a ‘trusted advisor’ to enterprise businesses. (27:16)
  • How remote work during the COVID-19 pandemic has made it more difficult for Mark to make personal connections with his sales team. (31:27)
  • 'You have to fail a lot in order to succeed': How Mark defines grit. (33:58)
  • 'Land, adopt, and expand': Box's future plans for growth. (43:03)
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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.