Sales is often the last function in a company to truly harness the power of data. We want to change that by sharing the success stories of the modern companies that have achieved greatness through innovation in data analysis.

Welcome to Ground Truth by Dogpatch Advisors, a podcast about company builders, leadership, and how operators use data to build the future of sales. Ground Truth is hosted by Mercy Bell alongside Kyle Williams and Ben Salzman. Check out groundtruthpod.com for other episodes and a deeper dive into each story. 

The Ground Truth Podcast is about to take the business world by storm, not only by providing impactful advice from top guests’ expertise but also by inspiring all hungry and ambitious listeners out there. We are glad to be part of the future of sales.

This is part 1 of our 2-part series with Jeanne DeWitt, Head of North America revenue and Growth at Stripe.

Welcome to Ground Truth by Dogpatch Advisors, a podcast about company builders, leadership, and how operators use data to build the future of sales. Ground Truth is hosted by Mercy Bell alongside Kyle Williams and Ben Salzman. To learn more, check out www.groundtruthpod.com for other Ground Truth episodes and a deeper dive into each story. 

In this episode, we talk to Jeanne DeWitt, Head of North America Revenue and Growth at the big-tech online payments company, Stripe. Starting her career back in 2005 cold calling prospects with a phone book, Jeanne has come a long way since then, developing her skillset with tech startups like Google and Dialpad. During her time at Stripe, she has developed a sales framework using a groundbreaking data-driven approach to feed its outbound strategy as well as its content. Learn all about Jeanne’s success story in Google and how it helped her plant the seeds and inklings that inspired her to build the game-changing market machine at Stripe.

Podcast Summary: 

2:18 - How Jeanne’s father played a huge influence upon her to go into tech and the trip to Napa that changed her life. 

04:28 - How she went from a sales rep at a small firm to landing a job at a yet-to-IPO search startup called Google. 

06:24 - What working on the early Gmail team taught Jeanne about effectiveness and influencing people in product and engineering.

10:09 - Jeanne’s ultimate career goal, getting an MBA at Stanford, and returning to work on the G Suite. 

14:47 - A new challenge for Jeanne: moving to Sydney and growing revenues for Google’s Asia Pacific exploding region. 

17:17 - Going back to Google’s headquarters, heading up sales in America and rethinking the company’s sales model.

18:43 - Leaving Google and pursuing Jeanne’s new long-term goal as the CRO of a young company, now known as Dialpad.

20:11 - What it’s like to not work at Google, and entering Stripe in 2016 to build its go-to-market machine.

Listen to part 2 of the series and figure out how Stripe blends business with data science.

This podcast is made possible by Clearbit. To learn more go to clearbit.com

Credits

Ground Truth is a production of Dogpatch Advisors. This episode was written by Jack Buehrer from Campfire Labs, sound engineering and studio space provided by TJ Bonaventura and Julian Lewis from StudioPod, editing and mixing by Jorge Gonzalez from Nodalab, video production by Nick Shaheen from Above Treeline Studios and cover art by Eric Miller.

This is part 2 of our 2-part series with Jeanne DeWitt, Head of North America revenue and Growth at Stripe.

Welcome to Ground Truth by Dogpatch Advisors, a podcast about company builders, leadership, and how operators use data to build the future of sales. Ground Truth is hosted by Mercy Bell alongside Kyle Williams and Ben Salzman. To learn more, check out www.groundtruthpod.com for other Ground Truth episodes and a deeper dive into each story. 

In part 2 of this series, Jeanne DeWitt, Head of North America Revenue and Growth at Stripe, dives deep into all of the challenges she has faced inside of the growing startup and with that, the new approaches for outbound sales she’s discovered. Jeanne is convinced that the future of outbound is based on data-driven go-to-market strategies with the perfect blend of art and science, and with Stripe she’s experienced just that. From working on pieces of personalized content with Stripe founders John and Patrick Collision, to keeping your brand relevant and solving data vendor problems, Jeanne’s insights will help you build large-scale data pipelines and maintain authenticity.

Podcast Summary:

01:42 - Jeanne’s transition to Stripe, the luxury of inbound demand and the hunt for the “Buffalo”.

03:08 - On cookie-driven prospecting and the new approach for outbound sales.

05:28 - What was it like working on content with Stripe’s founders John and Patrick Collison.

07:50 - The next challenge for Jeanne to do things differently compared to other companies.

09:23 - The power of messaging consistency while ensuring relevance and personalization.

11:48 - How Jeanne convinced the data science team to partner with the sales department.

14:48 - Smoke and mirrors: How Jeanne solved the huge data vendors problem along with experts.

19:56 - The art of data science or how to expand internationally using a data-driven model.

26:01 - A few extra anticipated learnings that have helped Stripe to get better overall.

28:31 - How Jeanne sees the future of data-driven sales for Stripe.

30:16 - Why she thinks the future of data and go-to market strategies is more like a mix between art and science. 

31:25 - The importance of always starting with an articulated hypothesis to prove or disprove.                                                                                                                                                                               

Listen to part 1 of the series and learn more about Jeanne’s background at Google.

This podcast is made possible by Clearbit. To learn more go to clearbit.com

Credits

Ground Truth is a production of Dogpatch Advisors. This episode was written by Jack Buehrer from