Marcelle Mooney

“Among the AE team, Our top two performers have no prior SaaS experience.”

“Other than that, we have been a hundred percent inbound up until this year. So end of last year, we rolled out an outbound. Our outbound now does look like calling. So they're not actually physically showing up. I'm sure many of them would. And sometimes peopl…”

“I am finding Susie of Susie's hair salon cell phone number. And yes, she's picking up because for the most part, she's also used to getting her clients calling her like, Hey, I got to get in for a haircut. I forgot to book last time. So yeah, they're definitel…”

“Being not for everyone is going to be your biggest advantage in vertical SaaS.”

“I called the phone number on the website, much to my surprise. Two days later when I was signing up, I found out that the AE was in fact Daniel, the CEO. I was probably the 27th customer.”

“Well, in my organization, all calendars are public. Even mine. Two ICs, they can see if I'm free or if I'm busy. And if I'm free, I will respond to them.”

“And finally, my favorite, because this is where I've been able to give my reps 16 hours a month back, the co-pilot layer.”

“Our AEs are doing eight demos a day. They close a deal to two deals a day.”

“The path to rigor, as I like to call it, is always going to come from subtraction.”

“I know to close 20 deals at my organization, it takes roughly four hours per deal max. And these people, 30 hours a week, they can get into their quota.”

“We have increased across our team our win rate, Seven percent in two quarters just by creating complete clarity around how to access the things that you actually need to be disciplined within the organization.”