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Outcome-Based Selling: How Rich Liu scaled sales at Facebook, Mulesoft, and TripActions
Manage episode 372879603 series 3484424
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Rich Liu, CRO of Everlaw, recounts stories from his time leading early sales at Facebook in 2010, taking the plunge into B2B SaaS at MuleSoft, and selling a corporate travel platform during the pandemic.
Rich Liu’s philosophy to scaling sales at 5 unicorn companies has been surprisingly simple: build the sales process to help the customer achieve their business outcomes.
In this episode, Alex and Rich talk about:
- The early days of sales at Facebook, including selling ads through the 2012 presidential election, the threat of mobile, and Facebook’s “black eye” IPO
- How he transformed MuleSoft's sales model from a technical sale to an outcome-based sale
- How he hired a sales team at scale after MuleSoft was acquired by Salesforce
- Selling to economic buyers through the pandemic at TripActions
- Selling in a down market at Everlaw
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