#90: Daniel Barragan – An Enterprise Account Executive’s Playbook to Landing a Job

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Daniel Barragan was the first sales rep at Zoom that was able to rise all the way up to the top of the ranks on the Enterprise team. He helped the company grow to over 700,000 accounts in six years, reach a billion dollar valuation, get into 90% of the top universities, and expand into different verticals.

What started out as just being a beta product with only one customer supporting 25 people, Zoom now supports hundreds to thousands people on a single call serving a wide range of customers ranging from small and medium-sized businesses to enterprises.


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Years in Tech5
Lives In:San Francisco
Current JobHead of Custom Success
Date Recorded8/6/2017

Contact Info:

Daniel Barragan

LinkedIn: https://www.linkedin.com/in/daniel-barragan-a413442b/



Articles & Mentioned Resources:

Learning Resources

Zoom

WebEx

The Little Red Book of Selling by Jeffrey Gitomer


Show Notes:

[01:40] From a very young age, the importance of family was instilled in Daniel which he carries up until this day. He also talks about his Cuban roots and his family background.

[04:00] Daniel talks about how got into VAR (Value-Added Reseller) and he is now going head-to-head with his brother working at Cisco and him at Zoom.

[04:50] How Zoom and WebEx came to be out of a genius move by their CEO Eric Yuan who used to work at Cisco

[07:55] Daniel talks about how he got his position at Zoom, his first day, and what it was like to be the only sales rep.

[11:50] Daniel describes how Zoom has grown from just a beta product supporting 25 people to now supporting hundreds to thousands of people on a single call.

[13:00] Tapping into the power of looking at your competitors, seeing what they're doing, and building something even better, Zoom focused their efforts on education.

[14:50] Talking about expansion, they hired their third sales rep after six months and a few more in some months towards the middle of 2014.

[15:40] Zoom started as a flat and open environment where they had feedback loops and they wore several hats. Now, they have created a playbook and narrowed it down into the different sales cycles.\

[17:45] An overview of Zoom's sales training program, monitoring activities, the different sales roles and levels and compensation

[21:10]  The biggest lesson Daniel learned from Zoom's Head of Sales, Greg Holmes, Daniel's message to the world in ten seconds, and his story of rejection turned into success

[23:33] Where to hang out if you happen to be in San Jose


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