sales

“In my mind, the product team needs to be the team that supports sales, support new deals, support saving and renewal.”

“You have to pay twice. You have to pay sales for revenue that comes in after the contract is signed, and you have to pay customer success, however you're going to pay them, for the work they do. And when work overlaps over an extended period of time, you just …”

“It's more like a flywheel, where really the customers are your best channel to market. It's not marketing is your best channel to market. It's not sales. Your customers are the loudest voice, ah, in your potential customers' ears.”

“The name is stupid because it's not marketing alone. ABM is partnering with sales and marketing. It's account based engagement, right? And it's an orchestration of account planning and execution between sales and marketing.”

“If there are different people reporting into different orgs, they're probably going to have different reports, and sales will never believe marketing's numbers.”

“Customer success, in my opinion, does not belong in COGS. They, it belongs in sales. And most companies will put customer success in sales.”

“If you're selling a product that sells online, a product that growth-esque business, it's freemium, then I mean, you're hiring product first and then people to help promote the product online. So more so marketing. On the flip side, if you're dealing with like…”

“The only way you can share how much you care is by sharing what you know. That's the only way you can't just sit there, right? Like the way you show that you care is by show sharing what you know that can help them.”

“Having been on the technology and the product side for a long time, we massively benefit when we have to go out and interact with customers and sell actually, because it does give you that other point of view.”

“Should sales own customer success? I'm against that.”

“What you need is an integrated journey from sales to customer success, because the truth is, your customer is trying to achieve a business outcome. They're trying to generate more leads for their business or make their employers happier or grow their sales, ri…”

“If you don't exactly know what to do in sales, right? And sometimes we don't, right? If you're not sure, we're planning for next year, right? Hopefully we're all planning, 20, 22 planning it. And if you're not quite sure how to do that extra thing, how, where …”

“It was easier to start with product-led growth and layer on sales than to go the other way.”

“I'm a firm believer of the center of excellence that should live within sales. Nothing against my friends in marketing, but I do think there is a sales culture and a level of repetition that I think is beneficial to keep the BDR organization in sales.”

“I think about marketing-led sales, meaning how do I put, how do I think about my sales team as the most precious, the most expensive channel? Just like I wouldn't go and send champagne to everybody who came to my website, why would I expect Carlos to follow up…”

“There's no freaking efficiencies in sales in SaaS. Like, you get engineering efficiencies. Everyone can use your same code base, but you barely get any efficiencies in sales once you hit a billion in ARR, and I don't think too many people here hit a billion in…”

“You can't freeze hiring and hit the plan. You can't cut your way to growth. It doesn't work. Whatever your issues are, cutting, sometimes you have to cut if you have two months of burn, but you can never cut your way to growth, and it especially doesn't work i…”

“I actually split sales, marketing, and customer success into three different functions inside the go-to-market organization. I don't believe it's a good idea to put those all into one person. For what it's worth, not until you get much, much later”

“Sales in its purest form is matching a real problem with a real opportunity. When that happens, it creates value out of thin air. It may be the only function I know of that does that.”

“The majority of B to B buyers today are millennials and Gen Z, in fact, 65%, and most of them don't want to talk to sales.”

“You put it in product.”

“The first thing you have to do is to make that matter just a little bit less. Make it more about the overall goal that you're chasing together than about what portion of this is marketing source? What portion of this is coming from outbound? What portion of th…”

“Sales. It wasn't just on new logos. It was based on what they did during their first 90 days of implementation.”

“Customer marketing teams are lonely. They are quite lonely in the organization. They have to work with sales. They have to work with customer success teams. They have to work with customers.”

“I think that having CS report to revenue is a terrible idea. It's too late, but when CS reports to sales, all CS does is try to get more money out of you.”

“Another thing I'd call out there is they should partner with sales to pitch a prospect. So what that means is product marketing should be on almost, I wouldn't say every call, but could be almost every call actually doing the pitch and seeing how that resonate…”

“I think the worst of all of this, what has made it the worst is when we've all decided that customer success should be part of sales. The worst of all of these trends, because what we've done is weaponized customer success. We've taken the one person in the co…”

“We share an upgrade number across sales and customer success as well. So we've created a team who sells into our existing customer base, working closely alongside CS, who's responsible for strategy and identifying additional value add within the product.”

“Sales has no efficiencies whatsoever in it. You need even more people the bigger you get. It has dis-efficiencies of scale.”

“Sales's greatest filter is brutal work, right? It is the greatest filter. It's been removed in the last 15 years from most orgs that filter because of the internet.”

“Sales is at best interruption science, no one woke up and was like, you know what? I hope happens today. Sales reps call me.”

“The barrier to entry to success has always in sales has always been the same thing. Work. Right. That's the barrier. The barrier is you got to work your butt off.”

“Now, the number one way I think you build a relationship in sales today, no matter what is being a product expert, Are you literally the biggest guru in the data space, sales data space, the biggest guru in your industry, and you learn a little bit how to ask …”

“I think everything in post sales is actually ahead of sales and AI far ahead, like two to three years ahead post sales and sales.”

“Sales, marketing, customer success are becoming go-to-market and you're thinking more holistically about The different sales marketing and success basically align with the different stages that a prospective customer can be in, right? It's almost like a pros…”

“Anytime customer success is part of sales, customer success is just weaponized to do upsell. It's literally just weaponized to upsell.”

“The thing that I've always loved is this idea of like leadership interchangeability. Can you walk in the shoes of your revenue peers, right? So as a CS leader, can you actually drive a sales forecast call? If you're a sales leader, can you run a risk review me…”

“Transactional sort of commodity like sales will be disrupted in ways that support has been disrupted, where more and more revenue will be generated from just pure models, converting website visitors to revenue without the sales touch. And I think that will con…”

“I do still believe that, like, AI agents are not that good today actually at doing something that is very relationship driven. But they're getting much better at it, right? So, like, the problem is when you look at LLMs, they look at the distribution site, and…”