Sales Talk for CEOs: Mistakes and Lessons in Building a Sales Organization with Zvi Guterman (S2:E18)

Jun 9, 2022 | Sales Talk for CEOs Podcast

Here’s the reality: you’ll make mistakes at every stage of building a company, especially when building a sales organization. But it’s what you do with your mistakes that will determine your success. Entrepreneurs who catch the error, identify the problem, and correct it quickly are those who go on to build profitable, long-lasting businesses. Making mistakes—and learning lessons from them—is part of building a successful sales organization. And we’re going to dive into that more in this episode with Zvi Guterman, CEO of CloudShare, an online platform that helps software vendors deliver virtual sales experiences.

In this interview, Zvi is upfront about the mistakes he’s made as he’s built the sales organization at CloudShare since 2007. He also reflects on the lessons he’s learned from these mistakes that have helped build a strong sales team over time. We talk about many common mistakes that entrepreneurs make when building a sales organization, including growing too fast, hiring the wrong people, underestimating the importance of marketing, and overcomplicating things. For each example, you’ll learn how Zvi has navigated the challenges and learned valuable lessons along the way. His insights will help your own journey as you build sales in your company, so check out the podcast now!

Watch the podcast below or on our YouTube channel.

Highlights of this Episode:

[4:55] Validating the business idea

[9:24] Finding the right salespeople and helping them succeed

[15:39] The mistake of moving too fast

[21:53] The importance of marketing to strengthen sales

[25:21] Navigating the different phases of the CEO’s journey

[35:49] Final advice for CEOs

About Our Guest

Dr. Zvi Guterman, an Israeli entrepreneur living in San Francisco, has co-founded CloudShare in 2007, a product experience platform that provides hands-on and fully interactive demos, POCs and customer training experiences of software products in the cloud. Today, CloudShare is a privately owned profiting company with annual revenues of tens of millions of dollars and tens of thousands of users around the world. Zvi has been around the block in all major junctions in the entrepreneurial world. He’s raised $26M from top-notch investors such as Sequoia, made a come-back as CEO, and previously co-founded and served as CTO at Safend. With a computer science Ph.D. in cryptography from the Hebrew University, Dr. Guterman is a recognized global cybersecurity expert and lecturer.

Connect with Zvi Guterman in the links below:

You can learn more about and connect with Alice Heiman in the links below:


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