Tech CRO Shares the #1 Hiring Mistake That Costs Millions

Most revenue leaders hire backwards. They obsess over SaaS experience, domain knowledge, and technical skills. They ignore the one thing that actually predicts success: character formed in the first seven years of life.

Hervé Timsit, CRO at EDB, learned this from legendary sales leader John McMahon. After building multiple 250-person revenue organizations, Hervé discovered the brutal truth about hiring and scaling teams.

If their mother couldn't change them by age seven, no one else can.

This counterintuitive approach to talent has helped Hervé identify the competitors who become top performers, the character traits that predict grinding capability, and the interview questions that reveal who someone really is beneath their polished CV.

In this deep dive conversation, Hervé reveals why athletes outperform experienced reps, how to spot the mutual conspiracy killing your deals, and the pipeline destruction ratio that separates elite performers from happy-ear hunters. Plus, he shares the renewal discipline that reduced churn by 3% and the ABC deal matrix that prevents feast or famine quarters.

If you're tired of making expensive hiring mistakes, or wondering why experienced reps keep missing their numbers, this episode will revolutionize how you think about building revenue teams.