.@Databricks CRO Ron Gabrisko grew the business from $1M to $7B ARR. Here's what he thinks is the biggest mistake in sales, and the four stages every company grows through: "The biggest mistake I see is salespeople start pitching before they understand anything about you or your challenges. Get to know somebody, build rapport, ask questions first. On the company side, there are four stages. Zero to $10 or $20 million, you're finding product-market fit. $20 to $100 million, you're building a repeatable playbook. $100 million to a billion, you're expanding internationally and into partners. Past a billion, it's about the right leaders, culture, and running fast. Each stage needs different things. You usually need salespeople to push your product, because people don't know about it or how to use it. If people are buying stuff, you want people to sell stuff."