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Fireside Chat with Rich Liu: CRO at Everlaw
Fireside Chat with Rich Liu: CRO at Everlaw
A CRO with a background in biomedical engineering. That’s not something you see everyday.
Meet the C-Suite phenomenon, Rich Liu, the man who has scaled five multi-billion dollar unicorns across two IPOs.
In 2021, he was recognized as a Top 100 Global Sales Leader and has held the CRO & COO title at orgs like TripActions, Lattice and now Everlaw.
From sales, customer success, operations and more, Rich has built global business across a myriad of industries. Scaling companies from Series A to Fortune 500.
It’s a life mission of his to build organizations of legendary status. Being energized by his performing teams it doesn’t look like Rich is slowing down anytime soon.
Discussion topics
Going from biomedical engineering to sales leader (the core traits necessary)
What it took to scale five different multi-billion dollar unicorns
How he builds high-performing teams
What it takes to be a Top 100 Global Sales Leader
The differences in scaling a Series A org to a Fortune 500 company
Key Takeaways
To build a high-performing sales team you need a scalable hiring process. Set clear and measurable goals for each role - fewer being better (think 2-3). Have a system of accountability, don’t blindside your reps. Be honest with them about what the expectations are for the role and hold yourself to theses standards too - build a strong backbone.
High-performance doesn’t equal a terrible culture. It means the opposite. When you have high-performing sales teams, that’s indicative of a strong culture. You have to build an organization where people find value in being a part of it and want to put in the work for it.
When prospecting to those in leadership positions, one of the best methods to connect with them is to get a referral. Most leaders won’t read your reps’ prospecting emails, but if a trusted colleague tells them that they should meet with your rep the likelihood of getting a meeting greatly increases. Additionally, have your rep tailor their value proposition to the leader’s biggest existential problem. If your rep is able to do this credibly, then they won’t need a referral. To strengthen your reps’ prospecting skills, you must have them do the repetitions. Set up trainings sessions and have them practice with mock calls.