Sales Process

“It's important to be really clear on what they are and why, and to have a really clear set of like three to five, never more, and probably not less than three things that happen in each of them.”

“You can't really apply go-to-market engineering unless you actually have a point of view on what best practice should look like.”

“I think what's probably changed a lot, and has become a lot more formal, is the discipline around the sales process. That I think has changed, become a lot more regimented. People have really figured out, you know, what is the sales process for my product, and…”

“AI SDRs tend to work well when they're plugged into a sales process that's already working well, and where I haven't seen them work well is when founders sort of turn to an AI SDR as the solution of last resort, where they're just totally unable to sell their …”

“The reason we lean into that motion is because we observe that those customers who came in through the sales process had just very, very different retention mechanism qualities. They also have very, very different NDR qualities. They expanded it a lot further.”

“Everyone that I know says they have a bottom of funnel problem. It's never a bottom of funnel problem. It's a top of funnel problem. I've actually never seen a bottom of funnel sales problem. It's always qualification, not qualification, which is a symptom of …”

“AI is not going to replace like a very high quality sales process. Like you need to figure out who your customer is. You need to figure out what they want and you need to build the best product and the right process around that to be effective. And so like tha…”

“Once we've established the foundation of value, the sale just becomes the next mechanism of value transfer. It's never the first mechanism of value transfer.”

“And as product differentiation gets increasingly blurred, and competitive pricing kind of almost rules you out of the market, the one reason that you'll win more deals is your sales process.”

“Buyers are now not looking at ROI at the end of the sales process where they've traditionally looked at it. Many are now looking at the beginning of the sales process.”

“One of the deficiencies of a PLG motion is that, you know, value isn't really necessarily rooted in the sales process early on.”

“A lot of research has shown That the success of a customer in retaining and expanding has a lot more to do with the sales process than the onboarding process.”

“So what I think the key piece is bringing on that closer first. You need to bring in the closer who knows how to do it without the process being built.”

“Yeah, you do want a sales process, but not super early on, not with your first, second, or third rep. Maybe by the time you get to your second or third, you start to figure out what your first process is. And even then I call it a process hypothesis because it…”

“Because you need to have that sales Some type of sales process dialed to be able to hand it off to an outsider. You forget all the institutional knowledge that you have, you know, and all the love for your product and all the knowledge of the space and how har…”

“If you don't have a repeatable sales process just yet, and you start hiring more salespeople, it never goes well.”

“I think at the end of the day, measurement should be about business impact. So I talked to you about accelerating success, right? So if you're a new client, and we're doing our job right, and you go to a meeting, instead of you educating the prospect, or the i…”

“It's a function, the complexity, you can get more complex the deeper your sales process is, less complex, you know, the more touchless your sales process is.”