Scaling Sales and Qualifying Deals
with Adam Aarons

Adam Aarons is well known for his time as the CRO of Okta, during which Okta grew from a $1M startup to a publicly traded $300M+ ARR category winner. Adam is now CRO at Drata. In this conversation with John McMahon, Adam discusses the keys to scaling a salesforce, including productivity per head, average deal size, and ramp times. He emphasizes the importance of understanding the ideal customer profile and where they are located. Adam also highlights the critical role of qualification in the sales process, focusing on the ICE framework (Identify pain, Champion, Economic buyer). He stresses the need for continuous discovery and the importance of establishing decision criteria. Adam shares insights on forecasting, metrics, and the value of customer success in reducing churn and driving revenue. He also discusses the challenges and lessons learned when transitioning from a sales rep to a manager, VP, and CRO on this episode of Revenue Builders.

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