Inside the Ohana: The Value of Trusted Customer Success
On this episode, Robert talks about forging a path to success by adopting a customer-centric approach and taking risks to avoid complacency.
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Qualified is the pipeline generation platform for revenue teams that use Salesforce. Leading B2B brands such as Adobe, LaunchDarkly, SurveyMonkey, ThoughtSpot, and VMWare trust Qualified to grow their pipeline by tapping into their greatest sales & marketing asset—the corporate website—to identify the most valuable buyers, uncover signals of buyer intent, and instantly start sales conversations. Customers that use Qualified report a 10X increase in sales meetings, a 4X increase in lead conversion, and a 6X increase in pipeline.
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Guest Bio
Robert is CRO at Qualified and runs the Sales and Revenue Operations for the company. He has seen ARR more than quadruple since he joined the Qualified in 2021.
Prior to Qualified, Robert launched and led the Mid-Market Sales team in North America for Twilio, scaling the organization to over 125 sellers and over $300M in revenue. At Salesforce for almost 19 years, Robert joined pre-revenue and led selling teams in the US, Asia Pacific (APJ) and Latin America. He ran SMB, Commercial, Enterprise, Vertical and global selling teams during his tenure. Robert also partnered with Dan Darcy to help lead Global Enablement for a short and fondly remembered period.
Robert started his technology selling career at Oracle and was part of the rapid growth from $900M in revenue to almost $10B. He has a Bachelor's degree in Political Science from the University of California, Berkeley. Robert lives in the Bay Area with his wife Taña, has a daughter in technology sales in NYC and a son about to start university in Germany.
Guest Bio
Robert is CRO at Qualified and runs the Sales and Revenue Operations for the company. He has seen ARR more than quadruple since he joined the Qualified in 2021.
Prior to Qualified, Robert launched and led the Mid-Market Sales team in North America for Twilio, scaling the organization to over 125 sellers and over $300M in revenue. At Salesforce for almost 19 years, Robert joined pre-revenue and led selling teams in the US, Asia Pacific (APJ) and Latin America. He ran SMB, Commercial, Enterprise, Vertical and global selling teams during his tenure. Robert also partnered with Dan Darcy to help lead Global Enablement for a short and fondly remembered period.
Robert started his technology selling career at Oracle and was part of the rapid growth from $900M in revenue to almost $10B. He has a Bachelor's degree in Political Science from the University of California, Berkeley. Robert lives in the Bay Area with his wife Taña, has a daughter in technology sales in NYC and a son about to start university in Germany.
Episode Summary
In this episode, Robert Zimmermann, the CRO at Qualified, takes us on a journey through his career at Salesforce and beyond. We talk about how he has forged a path of success by adopting a customer-centric approach to his work and taking risks to avoid complacency.
Key Takeaways
Quotes
“Don’t assume just because we believe it’s true, that it is actually true. You need to earn your customer’s trust and respect every single week, every single quarter, every single year.”
Episode Highlights
*(1:34) - Ohana Origins: Meet Robert
*(7:43) - What Does the Ohana mean to Robert?
*(10:08) - What’s Cooking: Robert’s Current Role at Salesforce
*(15:09) - Future Forecast: What’s in Store for the Salesforce ecosystem?
*(16:43) - Advice for Aspiring Trailblazers
*(18:04) - Lightning Round!
Episodes Transcript
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Inside the Ohana
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