Some thoughts about sales

Hey there!

At the end of this month we’ll be doing the first public launch of June

So for the last month we’ve been onboarding a lot more companies (around 30) and doing user interviews (around 20)

We’ll progressively move to a more self served onboarding - but the process of thinking through how a sales pipeline works and how to set it up has been super interesting

If you’ve known me for a long time you know that I’ve always been fascinated by sales :)

Some things I learned

Keep control of the conversation

One of the biggest problems I’ve seen. When trying to set up onboarding calls it’s your job to define clear next steps and an “ask”

At each stage of your sales cycle there’s something your leads have to do in order to get to the next step. The default state is that people will drop off, so guide people through your funnel. As an example after we onboard someone we ask to schedule a 15 min catch up the following week, to help people understand our product. Once we did the catch up, we ask people to accept an invite to a shared Slack channel with them for day to day feedback. If people ask for feedback and are engaged we ask for referrals

Challenger sales and Solution selling

Marketing and sales can be of two kinds, push or pull. If people are aware of a need and are looking for a solution, your sales process is just about qualifying and order taking.

If people aren’t aware of the problem - then you can try a challenger sales approach. Challenger sales are about challenging the status quo in another company and introducing a new solution.

That’s it for this month! If you use Segment or want improve your analytics setup in your product reply to this email