Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Sean Evers.

Sean is from the United Kingdom where he played professional football for 9 years prior to shifting his career into sales, where he started in operations and worked his way up to holding 4 VP of Sales positions, including his most recent and current position as VP of Sales at Pipedrive.

One of the most challenging aspects of selling B2B SaaS today is the abundance of competition. It seems like whatever we sell, every 6-9 months we have 2-3 new competitors and it gets difficult to find ways to stand out and differentiate.

Sean is a GTM expert who’s spent the last 2 years cracking the code on positioning and selling Pipedrive against competitors like Salesforce and Hubspot, which is no easy feat. In this episode we’ll find out exactly how he approached it, what worked, what didn’t, and get his thoughts on the quickly changing landscape of B2B sales.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience.

Without further adieu, let’s dive in and get his thoughts.

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TOPICS:

00:00:00 Intro

00:06:40 Pipedrive’s Sales Team

00:17:56 Pipedrive vs Salesforce and Hubspot

00:24:48 Outbound at Pipedrive

00:36:05 Growth-at-all-Costs at Pipedrive

00:42:57 AI at Pipedrive

00:49:38 Quotas at Pipedrive

01:04:59 Selling into a Crowded Market

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QUESTIONS:

1. How big was the team when you started and how big is it today? Is the team remote?

2. How do you position a company like Pipedrive against competitors like Salesforce and Hubspot?

3. What percentage of your pipeline comes from outbound and what’s your winning strategy?

4. Is Pipedrive a Growth-at-all-Costs company? What’s your strategy and model for growth?

5. How (if at all) are you implementing AI into your sales process?

6. How do you set quotas at Pipedrive and what’s your average quota attainment?

7. What’s your best advice for salespeople selling into a crowded market?

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LINKS:

Pipedrive: https://www.pipedrive.com

Sean on X: https://x.com/seanevers77

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

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Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.