The Top 1% with Paul Salamanca
August 31, 2020
In this episode, I talk to Paul Salamanca, VP of enterprise sales for vArmor, a Silicon Valley hybrid cloud security startup that raised over $127 million in funding. Paul leads a growing team of 12 sales development reps and inside sales executives. He first got into sales as an entrepreneur while in college and has since been selling to fortune 1000 companies for over 15 years either as an individual contributor or as a leader. Paul's been among the top 1% in net new annual recurring revenue for much of his career selling 10s of millions of dollars in contracts to companies like Goldman Bloomberg, Deloitte, Ernst and Young, e-trade, TD, Ameritrade, and Moody's. Growing up, he's always imagined himself being surrounded by beautiful women. And his wish came true as he now lives in New Jersey, with his wife and three young daughters.
Introduction
In this episode, I talk to Paul Salamanca, VP of enterprise sales for vArmor, a Silicon Valley hybrid cloud security startup that raised over $127 million in funding. Paul leads a growing team of 12 sales development reps and inside sales executives. He first got into sales as an entrepreneur while in college and has since been selling to fortune 1000 companies for over 15 years either as an individual contributor or as a leader. Paul's been among the top 1% in net new annual recurring revenue for much of his career selling 10s of millions of dollars in contracts to companies like Goldman Bloomberg, Deloitte, Ernst and Young, e-trade, TD, Ameritrade, and Moody's. Growing up, he's always imagined himself being surrounded by beautiful women. And his wish came true as he now lives in New Jersey, with his wife and three young daughters.
In this episode you’ll hear:
- Paul shares how a desperate phone call with his Dad inspired him to look for a way to start a business and how he went about making that happen
- How Paul’s hiring process works
- What specific steps/tools Paul uses to get his staff ramped up quickly
- How Paul measures the success of his reps
Quotes
“ I realized there was a difference between transactional door to door sales and actual long corporate sales cycles where it takes six to eight months to close a deal. “
“So I was trying to always teach myself how do I grab your attention right away and not sound like a telemarketer”
Links