On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk.

Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it.

Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk ([27:26]), Zendesk’s detailed sales funnel ([32:59]), the MEDDPICC qualification process ([51:00]), and forecasting accuracy ([1:32:08]).