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I Listened to 1000 B2B SaaS Sales Calls

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Re: I Listened to 1000 B2B SaaS Sales Calls

#151

Post by azmodeus »

benjilb wrote: post #80
HectorComtura wrote: post #50

I was just reading this article and noticed that they were talking about salesforce data hygiene. So, we take transcription and use it to empower the reps to update salesforce to fix this (Comtura.ai). One of the things we noticed from user interviews was that they'd actually just be ctrl + F'ing through gong or zoom transcripts to find the right information. Whilst the overlay (Dooly/SP) is something we offer. We ac…

Isn't this what Gong does too - syncing talking points back into Salesforce

This is Chris, Comtura co-founder.

We aren't a Gong competitor, we also integrate with Gong ourselves.

Gong does provide a Salesforce integration. We interviewed 10 users of this feature who mostly ended up copy pasting parts of the transcript into Salesforce.

Key differences between the Gong Salesforce integration and Comtura: 1. Beyond Gong we also support Zoom and Microsoft Teams 2. We have built specific machine learning models translating between transcripts and CRM records while Gong has been focusing on highlighting coachable moments in transcripts

Re: I Listened to 1000 B2B SaaS Sales Calls

#152

Post by azmodeus »

JaggerFoo wrote: post #92

Great article. Not what I was expecting. The article was informative, actionable and concise. I learned several things, and laughed at the "When You're Asked To Update Salesforce" meme, which I observed first hand after implementing SFDC and customizing workflows designed by Sales and Product Managers. I'll be taking a look at Scratchpad and Dooly for sure. I wonder if the sales teams followed any particular method a…

Updating Salesforce on a Friday afternoon is not fun. Salesforce hygiene is a real challenge for most companies.

So, we take transcription and use it to empower the reps to update salesforce to fix this (Comtura.ai). One of the things we noticed from user interviews was that they'd actually just be ctrl + F'ing through gong or zoom transcripts to find the right information.

Whilst the overlay (Dooly/SP) is something we offer. We actually find that most usage comes from just the "notepad" feature.

Reps who handwrote notes had to duplicate it into salesforce, those that typed notes (bad demo practise because you just piss off your prospect with tip tapping + it doesnt support your memory like handwriting does, fun fact!)

hence we started working on this problem.

If you would like to try it out by all means go for it (contact@comtura.ai)

Re: I Listened to 1000 B2B SaaS Sales Calls

#153

Post by phpisthebest »

bruce511 wrote: post #132
phpisthebest wrote: post #87

Earlier quoted context omitted.

Which is ironic because often times companies refuse to give budget numbers unless I sit through a damn demo first.... At this point I strongly disfavor companies that do not publish their retail prices. everyone from Microsoft to SpaceX can do it, there is ZERO excuse for companies not doing it today

I'm a bit like you, I prefer published list prices. It really helps me if I know my budget is somewhere near your list price. But I'm also in a business where we don't. And the reason we don't is because hardware is involved, and so prices can vary by 2 to 3 orders of magnitude. In other words it takes time to gather up your requirements, which include hardware, software and crucially install and support services. Fr…

That is still not a reason to hide price. At a minimum publish the range, but in the modern age these is very little reason a matrix or wizard could not be created to get that price.

A F150 is almost infinitely configurable, yet I can walk through the website and configure my dream truck I will never actually buy because it is the price of a home and I don't want to live in it....

Further still most of the time when I see companies hiding behind 'install and support' my Spidey sense star tingling

Re: I Listened to 1000 B2B SaaS Sales Calls

#155

Post by holografix »

seanherron wrote: post #6

I didn't expect to learn much from this article - but it actually really resonated with me. I often am responsible for purchasing decisions and found much of the advice to sales reps really insightful. (1) The number one thing that bothers me is when I reach out to a company to explore their product and I get scheduled with a BDR who's sole job is to "qualify" me as a lead. I know BDRs are in a tough spot - but if yo…

No offence but you clearly have never worked for “the vendor side”!

Do you know how many thousands of time wasters you get a month? People comparing you to the competition, trying to get a master class from you so they can pose as a consultant for your technology, learning from you so they can apply for a job… the list goes on and on.

Give them all swag…?! Hahahaha there would be people lining up to waste your time and get free swag.

Thank god for the BDRs making sure you’re not some underling with no budget, authority, need or time pressure. Yep that’s BANT for you!

Discounting discussions should be simple: you buy more? You pay less. You commit for longer? You pay less. Simple.

It’s painful when the prospect start calling you expensive, saying the competition is cheaper, that there could be a “partnership” because they are the hottest newest crypto-quantum-ai to revolutionise web3.

Gimme a break!

Re: I Listened to 1000 B2B SaaS Sales Calls

#156

Post by jrs235 »

phpisthebest wrote: post #153
bruce511 wrote: post #132

Earlier quoted context omitted.

I'm a bit like you, I prefer published list prices. It really helps me if I know my budget is somewhere near your list price. But I'm also in a business where we don't. And the reason we don't is because hardware is involved, and so prices can vary by 2 to 3 orders of magnitude. In other words it takes time to gather up your requirements, which include hardware, software and crucially install and support services. Fr…

That is still not a reason to hide price. At a minimum publish the range, but in the modern age these is very little reason a matrix or wizard could not be created to get that price. A F150 is almost infinitely configurable, yet I can walk through the website and configure my dream truck I will never actually buy because it is the price of a home and I don't want to live in it.... Further still most of the time when…

'install and support' starts to feel like buying a car where at the last step they start tacking on all these extra fees and 'services' and try to bleed you dry.

Re: I Listened to 1000 B2B SaaS Sales Calls

#157

Post by wildrhythms »

dusted wrote: post #154

> It's men. Almost all men. 2/3 means almost all ? I guess unless it had been women, then it was a "reasonable amount, but women could have been even better represented"

I think you misread the article:

>It's been studied and reported that gender diversity leads to improved business outcomes, yet sales teams remain largely a boys club. Stats say that nearly 1/3 of B2B sales reps are women, but I didn’t see it. On the calls I studied, around 10% of the reps I saw were female.

Re: I Listened to 1000 B2B SaaS Sales Calls

#158

Post by nxmnxm99 »

holografix wrote: post #155
seanherron wrote: post #6

I didn't expect to learn much from this article - but it actually really resonated with me. I often am responsible for purchasing decisions and found much of the advice to sales reps really insightful. (1) The number one thing that bothers me is when I reach out to a company to explore their product and I get scheduled with a BDR who's sole job is to "qualify" me as a lead. I know BDRs are in a tough spot - but if yo…

No offence but you clearly have never worked for “the vendor side”! Do you know how many thousands of time wasters you get a month? People comparing you to the competition, trying to get a master class from you so they can pose as a consultant for your technology, learning from you so they can apply for a job… the list goes on and on. Give them all swag…?! Hahahaha there would be people lining up to waste your time a…

Weird comment. Tough shit? That’s sales. The OP is just telling you what works if you actually want to sell.

We do most of what he said because it works. So what if you have to humour some dick? Don’t be a sales rep then.

Re: I Listened to 1000 B2B SaaS Sales Calls

#159

Post by dusted »

wildrhythms wrote: post #157
dusted wrote: post #154

> It's men. Almost all men. 2/3 means almost all ? I guess unless it had been women, then it was a "reasonable amount, but women could have been even better represented"

I think you misread the article: >It's been studied and reported that gender diversity leads to improved business outcomes, yet sales teams remain largely a boys club. Stats say that nearly 1/3 of B2B sales reps are women, but I didn’t see it. On the calls I studied, around 10% of the reps I saw were female.

You are right, I did misread it, thank you for pointing that out :)
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