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S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad

Season #2 Episode #23

Rare is the first head of sales making it past 18 months at a startup. Scotland is in rarified air and shares his experiences with us including: 

Go to market workspace
First 18 months as head of sales at 16 months
The priorities of a new head of sales for the first 16 months
Build a capacity plan vs forecasting plan
Don't overly process in the early stages
3 Types of early-stage revenue operators
Recapturing the momentum after a miss
Pricing integrity