David Katz, VP Corporate Sales, HubSpot

<p>DK:</p><p>Virtual event and keynote speaker was Chris Voss - Negotiation success is to use a low and slow speaking voice - science shows you will drive a better results</p><p>JB:</p><p>Did you think you would get into sales? What got you there?</p><p>DK:</p><p>In school, as a TA, Dr. Bill Copeland. “You’ll find yourself in a sales role later in life” Was offensive- didn’t know anyone in sales, especially tech/corp sales - Used Car sales </p><p>Thought he would be in law or non-profits </p><p>Wanted something with some more action, some competition and hopped into sales</p><p>JB:</p><p>Why sales? What triggered that?</p><p>DK:</p><p>J. Robert Scott- research & staffing - spun out of fidelity and sold to partners running it. Now Park Square Exec search in Cambridge, MA - Exec search working on retainer to recruit senior executives and board members. Specifically with VCs and portfolio companies </p><p>Opened a west coast office and Eric Lund, Partner, invite David to come out to SF as a 20-something kid to live out West</p><p>Living in the Bay Area hard to not get the software company “bug” working in Tech </p><p>What Skills do I have that could transfer? What product knowledge can I help with?</p><p>LinkedIn kept coming up, using it a lot for recruiting efforts.</p><p>If You’re in recruiting you’re in sales.  One of the most challenging sales roles in the world.</p><p>Selling to the client. Then recruiting for the client. And then sell the candidates on the client. Tons of irrational behavior and emotion</p><p>JB:</p><p>How did you start thinking differently about sales when you moved into sales leadership?</p><p>DK:</p><p>From 2011 to 2016 elevated himself in his sales career from Individual Contributor to Sales leader growing teams of 100+, opening offices around the world and learning. </p><p>Crazy whirlwind period in tech, massive valuations. </p><p>@ LInkedIn as AE, “Say YES”</p><p>Back then mantra was Grow Fast or Die Slow -- McKinsey Article</p><p>People are trying to be a little smarter with investments