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Sales Values
Pick up the book
Trait: Curiosity
We'll seize any opportunity to learn. Learn about our customers, the industry, our
prospects, our teammates, the business, our investors, new sales tools. When a
book is placed in front of us and there's opportunity to grow - we take it and run.
A 'book' is always in our hands as a reader, but we must also make sure to share
knowledge with our teammates. We'll remain intellectually curious knowing that
there is always a path to self-improvement and more sales wins through learning.
It's learning not losing
Trait: Resilient
We are a Startup. We will fall and we will always get back up as more
knowledgeable versions of ourselves. Our team's focus will always be on the
learnings from a missed opportunity. In other words, it's not the 'loss' rather the
learnings that matter here. We should work our hardest to pivot any missed sales
opportunities into constructive self-reflection - considering what we can do
better as a sales person, as a company the next time. If we think this way, we'll
grow alongside the market and place ourselves at the doorstep of more and
more sales wins.
Be a wolfpack
Trait: Collaborative (internal/external)
Due to the nature of our company (distributed team) it benefits us all to find
ways to collaborate and stay connected. Just as we are consulting our customers
to avoid silos, we too must avoid working in a silo. We will focus on our individual
and team goals, while making an effort to leverage any and all departments or
team members needed to close a new customer. We should never work as a 'lone
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 wolf' when there are opportunities to leverage potentially impactful internal
resources. Same goes for external resources - e.g. if a current customer may help
accelerate a deal with a customer reference - let's ask. If a partner is offering to
make introductions - let's take advantage and set up the meeting immediately.
Always be prospecting
Trait: Hunter-mentality
We'll always be self-sufficient as a sales org. We should never rely on inbound
alone to hit our sales goals and targets. We'll build our sales pipeline through
outbound outreach and take everything else as icing on top. The more at-bats we
put ourselves in front of the more likely it is that we hit all of our goals, bring in
new customers, and make more money. Prospecting-related work should take up
most of our time.

Shoot the right shots

Trait: Strategic
We'll always strive to find ways to work smarter and look for 'the right shots' in
our quest for more customers. This starts with researching potential customers
that fit Airbase's customer standard (a standard set by Segment, Gusto,
Doximity). If we obsess about prospecting the right companies that fit our
criteria, we'll have richer sales conversations and will close awesome customers.
This in turn will place our Customer Success team Onboarding and Account
Management) in the best position possible to succeed. Speed is king in sales, but
strategy is the queen. We'll find balance.
Customer before commission
Trait: Integrity
There's a difference between selling the roadmap and telling lies. We'll never be
disingenuous with our prospects as we work to sign them on as valued
customers. We'll make sure we're focusing on solving the customers challenges
first and foremost, while guiding them to buy Airbase as soon as possible.

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