{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad","description":"Rare is the first head of&amp;nbsp;sales&amp;nbsp;making it past 18 months at a startup. Scotland is in rarified air&amp;nbsp;and&amp;nbsp;shares his experiences with us including:&amp;nbsp;  Go to market workspace First 18 months as head of&amp;nbsp;sales&amp;nbsp;at 16 months The priorities of a new head of&amp;nbsp;sales&amp;nbsp;for the first 16 months Build a capacity plan vs forecasting plan Don't overly process in the early stages 3 Types of early-stage revenue operators Recapturing the momentum after a miss Pricing integrity&amp;nbsp; ","author_name":"Surf and Sales","author_url":"http:\/\/surfandsales.libsyn.com\/website","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/22898900\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/item\/22898900"}