#1: Quarterly quotas, Kodiak bears and expenses in startup sales with Lars Mangelsdorf, Co-Founder & CCO Yokoy

0’ How he installed Beekeeper’s sales-driven attitude at Yokoy 4’ How breaking down annual goals helps driving continuous sales performance 8’ Why customers need to accept the closing plan and fully commit to it 12’ Why Business Development Reps (BDRs) are a sales guys best friend 16’ Why he is not afraid of signing Kodiak bears now but have them start later 19’ Why attitude is much more important than degrees in sales 22’ Why there is nothing more honest than selling to sales guys 28’ Why it makes sense to have introverted tech people at the sales table 33’ Why sales is all about seeing what works, scale it and then not break it 37’ Why investing into a CRM and data is essential for everybody in sales 40’ Why laziness can be an asset 44’ Why culture shapes how many startups have too many expenses