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.

Recommended episodes

Subscribe To The Revenue Insights Podcast:

Posted in

Speak with our experts and see how Ebsta will help improve your sales

New call-to-action
New call-to-action
Logo Icon (White)@2x

Newsletter Signup

Share this article

Related Content

How to Demonstrate ROI of Revenue Operations with Julian Hannabuss, Director of Revenue Operations at Procurify

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in the sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.

How to Build Your Pipeline Through Social Selling with Tim Hughes, CEO of DLA Ignite

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.

The Four-Step Framework to Reimagine Sales Teams with Ben Stroup, President at Velocity Strategy Solutions

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.