How Zach Miller Built a $22M Pipeline in a Year

The Unexpected Lever

Building a new sales motion from scratch—where do you start?

In this episode, Jarod Greene sits down with Zach Miller, CRO of VanillaSoft, about the real challenges of creating an enterprise sales strategy without disrupting a successful SMB pipeline. Zach shares the hurdles of transitioning to long-cycle, multi-stage deals and the importance of surrounding yourself with the right team.

In this episode, you’ll learn:

1. Building an Enterprise Sales Motion from Scratch: Establishing an enterprise sales motion requires careful planning to maintain an existing SMB pipeline, balancing new processes with proven success in smaller markets.
2. The Power of Team Alignment: Having the right people with clear objectives allows for efficient scaling and helps tackle challenges as they arise.
3. Challenges of Long Sales Cycles: Staying focused on core priorities is essential to managing the complexity of multi-stage deals without being overwhelmed by details.
4. Filling Knowledge Gaps as a CRO: Broadening expertise beyond traditional sales, especially in marketing and SDR functions, can be crucial for a CRO stepping into an enterprise role.

Things to listen for:
(00:00) Zach Miller’s hot take on building an enterprise sales motion

(00:28) The challenge of balancing enterprise and SMB sales

(01:15) Tackling the hurdles of starting an outbound motion from scratch

(02:15) Keeping priorities straight while adapting to a constantly changing sales landscape

(02:41) The importance of team alignment and focusing on key outcomes

(04:07) Advice for first-time CROs on filling knowledge gaps beyond traditional sales