Reassessing your metrics with Earl Grey Capital's Matt Sornson

How to Win podcast with Peep Laja

Summary:
This week on How To Win: Matt Sornson, co-founder of Clearbit. He spent seven years across multiple leadership roles at the company and now serves on the board. His new day job is being a partner at Earl Grey Capital, an early-stage venture fund.

In this episode, Matt breaks down five key lessons he’s learned throughout his career. We discuss customers hacking your product, how to scrutinize your metrics, and the benefits of implementing an outbound sales strategy earlier. I weigh in on consistently releasing new products, going through the motions, and value-based pricing.

Key Points:

• Lesson One: If you build it, they will come (01:19)
• I weigh in on why you should consistently launch new products (03:26)
• Lesson Two: Trust the hackers (04:18)
• I discuss the potential of hackers with a quote from ScreenCloud's Mark McDermott (06:19)
• Lesson Three: Customer success cannot be delegated (07:20)
• I talk about rethinking your metrics with a quote from Brian Burns, host of the Brutal Truth About Sales Podcast (12:17)
• Lesson Four - Pricing should be based on complexity (13:58)
• What is value-based pricing? A quote from ProfitWell's Patrick Campbell (18:04)
• Lesson Five: Start outbound as soon as possible (19:47)
• Wrap-up (24:28)

Mentioned:

Matt Sornson LinkedIn

Earl Grey Capital Website

Clearbit Website

Making the pivot upmarket with ScreenCloud’s Mark McDermott

The Brutal Truth About Sales Podcast

Patrick Campbell LinkedIn

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL