The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
20Sales: How to Layer Enterprise Sales on PLG | How to Sell AI Tools To Enterprises That Are Scared | Should Reps Own Their Own Pipeline | Mistakes All Founders Make When Moving From Founder-Led to Rep-Led Sales with Kim Graves
The Twenty Minute VC (20VC) interviews the world's greatest venture capitalists with prior guests including Sequoia's Doug Leone and Benchmark's Bill Gurley. Once per week, 20VC Host, Harry Stebbings is also joined by one of the great founders of our time with prior founder episodes from Spotify's Daniel Ek, Linkedin's Reid Hoffman, and Snowflake's Frank Slootman.
If you would like to see more of The Twenty Minute VC (20VC), head to www.20vc.com for more information on the podcast, show notes, resources and more.
Show Notes
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Kim Graves is GM, Americas at Notion, where she oversees all Sales and Customer Success efforts across the region. She brings extensive experience in building and scaling high-performing sales organizations, most notably at Slack where she helped grow revenue from $6M to over $1.5B. In addition to her operational role, Kim serves as a founding partner at 20SALES, a GTM-focused VC firm, where she advises early-stage companies on scaling revenue and optimizing sales processes.
Agenda:
– The Secret to Winning a Discount Conversation
– Notion's Wild New Sales Method: Mindsets Over Stages
– Why Great Sellers Never Talk Product Too Soon
– How Slack Avoided the Biggest PLG Trap of All
– The Fatal Mistake Founders Make Layering Sales on PLG
– The "Renaissance Reps" That Build Billion-Dollar Motions
– How to Spot True Grit in a Sales Hire (Without Asking Directly)
– The Case Study Test That Filters Out Bullshitters
– The Real Reason Most Reps Fail Onboarding
– Should Reps Own Their Own Pipeline? Kim's Take Is Clear
– Why Cold Calling Works in 2025 (And Nobody Does It)
– The Sales Team Audit: The REKS Framework That Changes Everything
– How to Avoid Hiring the Wrong Rep Under Pressure
– When Sales Feels Second Class: PLG vs Enterprise Tension
– The One Thing Reps Still Do That AI Will Obliterate
– AI Sales Tools: Why Every Startup Is Failing to Get It Right
– Will We Have More or Fewer Reps in 5 Years?
– Enterprises Are Scared of AI – Here's How You Break In Anyway
– Kim's Secret for Getting Past Gatekeepers and Fake Champions
– Kim's Hardest Phase at Slack and How She Survived It
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