20Sales: The $100M CRO Bubble: Why Anthropic Are Causing a Comp Crisis | Why You Should Never Hire From Salesforce or Service Now | How to Hire, Train and Forecase in a World of AI with Chad Peets and Chris Degnan

**Chad Peets** (0:00)
Even if you have the best product in the world, let's say that's the case, you're still gonna leave money on the table if you have shitty salespeople. It's pretty simple. You can look at somebody's resume. If a guy's been at salesforce.com for the last five years, he's never opened a new logo. ServiceNow. Why would you want to hire people from ServiceNow? They don't know how to do any pipeline generation. First of all, you have to remind them raising around doesn't mean shit.

**Chris Degnan** (0:18)
The Ford deployed engineer is a glorified professional services person.

**Chad Peets** (0:22)
Anthropic, in particular, is offering sums of money, the likes of which we've never seen. Anthropic, do you think they really give a shit about what their sales organization is? I mean, they'll say they do, but do they? They probably don't. Why should they? I know CRO is getting 100 million dollar packages. I think Anthropic is a four or five trillion dollar company.

**Harry Stebbings** (0:40)
This is 20 Sales with me, Harry Stebbings, and I'm so excited for the show's day. We have two of the greatest sales leaders of the last decade joining me. We have Chad Peets and we have Chris Degnan. Chad Peets is the most no BS, incredible sales leader who's worked across some of the most category defining companies of the last 10 years. Joining him we have Chris Degnan who took Snowflake from zero to over four billion in ARR. No other sales leader has taken a company from nothing to that scale before. Joining together, this is a melting pot of 20 years of sales wisdom condensed into one incredible conversation. But before we dive into the show today, for years I've watched some of the best founders and early go-to-market teams struggle with sales. Too many CRMs, too many point solutions, too much manual work. Well, that changes with Monaco. Monaco replaces your legacy CRM and fragmented sales stack with a single AI native platform. Monaco's agents automatically build and score your entire TAM, lay it in real-time signals, create and run outbound sequences, schedule calls and record and transcribe meetings. Your pipeline practically manages itself. Monaco creates reminders, dross, follow-up emails for you and keeps deals moving forward. So that means more meetings, higher conversion rates and faster revenue growth. If you're an early-stage startup, tired of duct-taping sales tools together and looking to grow revenue faster, check out Monaco at monaco.com. While Monaco runs your sales pipeline, Framer runs your website. A website should help your business grow, not slow it down. If updates to your.com feel harder than they should, Framer is the shortcut you've been looking for. Framer is an enterprise-grade, no-code website builder that works like your team's favorite design tool and it's used by companies like Perplexity, Miro, Mixpanel to move faster. Designers and marketers can fully own the site with real-time collaboration, a robust CMS built for SEO and advanced analytics that include integrated A-B testing. So you're not just shipping pages, but you're maximizing what works. And when you're ready to ship, changes go live in seconds with one click, publish without relying on engineering. Plus, Framer is built for scale with premium hosting, enterprise-grade security and 99.99% uptime SLAs. Whether you want to launch a new site, test a few landing pages or migrate your full.com, Framer has programs for startups, scale-ups and large enterprises to make going from idea to live site fast. Learn how you can get more out of your.com from a Framer specialist or get started building for free today at framer.com/20vc for 30% off, 30% off a Framer Pro annual plan. That's framer.com/20vc for 30% off.
framer.com/20vcrules and restrictions may apply.

**Chad Peets** (3:34)
You have now arrived at your destination.

**Harry Stebbings** (3:37)
Guys, it is so good to do this in person. We've done shows separately. We have some very exciting news today, which is why we're together in person. But thank you so much for joining me in person in London.

**Chris Degnan** (3:47)
Harry, it's great to see in person. I don't think we've ever met in person, so super pumped to meet in person and be here with my buddy here, Chad Peets.

**Chad Peets** (3:54)
There are not many people I would fly to London just to spend an hour and a half with, so it is an honor to be here, and thank you for having us.

**Harry Stebbings** (4:03)
Dude, I am so excited for this. I just want to start with the news of you guys coming together. Can you just share a little bit about the news and what it means?

**Chris Degnan** (4:10)
Yeah, I think Chad and I have been talking about this for years. After I left Snowflake, I sit on a bunch of different boards, and pretty much the number one pain point of any startup CEO is they need help building a sales team. And I started to try to work with other recruiters, and never was I satisfied because I was spoiled because Chad co-built the Snowflake sales team with me, and I'm like, man, I would love to figure out a way to get Chad involved, and that's how the conversation started.