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Learn from the brightest minds how to predictably and efficiently grow revenue.
Navigate the changing B2B sales landscape. Expert insights from the 2024 Benchmark report guide you towards improved win rates, shorter sales cycles, and lasting customer relationships.
Jennie Drimmer, CRO of Thomas International, joins the Revenue Insights Podcast to share strategies for crafting effective sales kickoffs. Learn how to focus on big themes, communicate business impact, and drive results in any economy.
Effective Leadership, Evolving Go-To-Market Strategies, and Self-Sourcing with Chris Elliott, CRO of BizLibrary
Discover Chris Elliott's strategies for maximizing seller performance within today's buyer-driven sales environment. Learn how self-sourcing empowers top performers, why understanding buyer journeys is vital, and how to foster a high-energy work culture that boosts sales success.
Simplicity: The Foundation for Building Efficient Sales Products and Processes with Pouyan Salehi, CEO and Co-founder of Scratchpad
Pouyan Salehi, CEO and Co-founder of Scratchpad joins us in the next episode of The Revenue Insights podcast to discuss some of the most challenging sales problems, the importance of increasing collaboration between teams, and the motivation behind building simple and flexible sales products and processes.
Solving sales problems
Driven by the idea of solving problems and designing valuable products that impact people positively, Pouyan and his business partner started building products for salespeople, which led to Scratchpad.
The biggest sales problem
Depending on your organizational role, you may encounter different problems. From a salesperson’s perspective, the biggest problem is the lack of tools built for salespeople. Most of the tools are developed for managers, leaders, and ops professionals, while salespeople need to adjust their work around those processes.
Empowering the sales managers
Sales managers are the ones driving the revenue. Even if businesses would like to create a rigid, repeatable, and linear sales approach, sales is a more dynamic and complex process that requires flexibility. For AEs, it’s crucial to empower them to hire the right salespeople and create a positive culture for people.
Focus on the customer to build a simple sales process
Build a simple process that starts with listening to your customer and understanding what you are trying to achieve.
Increasing collaboration between teams
The number of people and teams involved in sales and delivering customer experience has increased, especially in SaaS. So focus on setting up a positive collaboration process. Otherwise, it can lead to lost revenue and a negative customer experience. Make sure you have great alignment across your entire revenue team.
Salespeople are different
Pouyan admits that building products for salespeople is hard because everyone works differently. Instead, they focus on building flexible products that salespeople can adapt to their processes instead of trying to make them adapt to a rigid and structured solution.
Table of Contents
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