I wish the people in charge of New Relic would read this Buying from New Relic became so insanely difficult on an enterprise level that we just moved to Datadog.
Truth. And they scared much of their customer base away.
I Listened to 1000 B2B SaaS Sales Calls
171–175 of 175 posts
Re: I Listened to 1000 B2B SaaS Sales Calls
#172Earlier quoted context omitted.
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…
Interesting. We're about to implement Gong - i'll have to review your tool.
If you are interested to learn more you can email me at chriss [at] comtura.ai or happy to answer any questions here!
Re: I Listened to 1000 B2B SaaS Sales Calls
#173Sales industry is full of stats like this, author mentions businesses that focus on sale rep call analysis and training like Zoom, Gong, and Chorus; here’s example of bunch of call stats from Gong: https://www.gong.io/blog/cold-call-stats/ What none of these sales businesses want you to know is that while sales will never go away, reality is buyers increasingly have more and more information and sales is increasingly…
I think it's much more likely that bad sales will be tooled away/become obsolete. The Salesforce hygiene points hit especially hard for me.
That said, I hear a lot about how smart customers are and how they have more info, but as tech sales in cloud, I can say for sure that helping customers understand what their real problems are is the biggest part of the job.
Sometimes the requirements are framed in their last tech's limitations. Other times they're looking at too small a piece of their overall system's challenges, trading one bottleneck for another. Other times they're stuck in a big org's bureaucracy and need help threading that needle. Still other times they ask for a genuine opinion.
Maybe it's best described as a shifting role for sales. It used to be a pure discovery-problem sales solved. The future will be more consultative, which in either case will require better skilled sales teams.
Re: I Listened to 1000 B2B SaaS Sales Calls
#174Earlier quoted context omitted.
Yea, maybe not a shirt, but hell, send them some nice coffee or some snacks or something. My current job is probably at least 50% implementing stuff my company bought, and for one of them, they had an on-site meeting about the implementation/proof of value stuff and they offered to buy everyone coffee/tea/whatever at a coffee shop by our office before the meeting and that definitely helped me be a bit less grumpy abo…
A few companies I have worked for have had a strict no gifts policy. Many of our customers had similar policies, to the point that we couldn't even pay for a customer's coffees if we have a meeting at a cafe. These policies are aimed at preventing even the whiff of bribes or favoritism wrt purchasing or awarding of contracts. Mostly this was in the Oil and Gas industry. We had a few mining clients that were less stri…
I remember working at a place where the local IT guy’s office was covered in trinkets and swag.
It certainly gave off a kinda wonky vibe, even if he was operating on the up and up.
Re: I Listened to 1000 B2B SaaS Sales Calls
#175Earlier quoted context omitted.
I would suggest that there's a subtle difference between "progressed past the demo" and "converted". 50% progression past the demo is reasonable. 50% conversion would be amazing.
Yes, this is what I meant. I would say that for over half the demos I gave, that was my last time talking to that prospect. For the rest, some of them would go a few more meetings and fizzle out, and some would convert to actual sales.
Well If I demo a product and clearly see it's not fit for my org, what more is there to talk about ?
There are things that you can't really covey good in text or voice communications, but usually quick to see on the demo.