sales process

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

“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.”

“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.”

“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.”