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a16z Podcast: Getting Sales Right

Andreessen Horowitz

It may seem like every red-hot app or service sells itself. That’s what the whole viral thing is all about. Right? Wrong, says Dan Shapero, who helped build LinkedIn’s enterprise sales team from a small core group to more than 1,200 people strong all over the globe. Dan joins a16z’s Peter Levine (an engineer who jumped into sales before taking on his first CEO gig) to discuss the right way to build a sales organization — from answering the basic question of why? to hiring, compensation, and the inevitable culture clash that occurs when sales people and engineers meet.

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