Most startups do not have a celebrity CEO and they cannot offer lucrative compensation package like the tech giants. In his book “The Hard Thing About Hard Things”, he spoke about the challenges in hiring a VP of Sales when he was the CEO for Opsware.
After interviewing about two dozen candidates and none of them had the strengths he sought. Then Ben interviewed Mark Cranney. Mark did not have the stereotype of a hard-charging sales executive. He was not tall and he went to a school that Ben never heard of — Southern Utah University. Mark also made people feel uncomfortable. However, after Ben spent more time with Mark, he is convinced that he was the one. Mark is knowledgeable on sales. He knew more about the deals that Ben’s sales team were working on and the deals that Ben didn’t even know about. Read More...
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