Sales Hacker

MAY 23, 2018

Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. SalesLoft is there to help you define your play and help reps to drive forward to the thing that’s going to drive the most revenue for their businesses. You work for SalesLoft.

Pipeline 61

Pipeline Quota Contract Healthcare 61

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. If I’m talking to somebody in oil and gas, and then I talk to a healthcare company in the next phone conversation, I am screwed, I’m all over the place.

Pitch 113

Pitch Conversion Sales Territory 113

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. What the CDC and the US is worried about is that the flu, the normal flu, comes out at the same time as COVID-19 makes the resurgence in the winter and that overwhelms our healthcare system. That means specifically they’re going to cancel contracts.

Finance 108

Finance Government Price Contract 108

Partners in Excellence

JANUARY 19, 2018

Also, while, I’m at this stage of the discussion, too many think confuse the contracting process with the buying process. For instance, right now, I’m involved in the contracting stage of what’s been a very long complex buying process. Diving in a little more deeply. That process is unique to the company.

Process 54

Process Sell Drivers/motivators Sales 54

SaaStr

JUNE 10, 2021

In the 2000s, we turn into software licenses where we sold support contracts on top of them. How can it be a subscription business when it’s healthcare? Pricing, packaging and contracting so that when you sell your product to the customer there’s as few objections or questions about the pricing as possible.

Customers 65

Customers Price Contract Objectives and Key Results 65

Sales Hacker

SEPTEMBER 30, 2019

So managing the business development team, managing the technical implementation resources, executing a go to market strategy. And for the first time, I actually owned deal negotiation because I had to negotiate our contracts and our services and statements of work with companies like United Healthcare, Fidelity, Starbucks.

Engineering 59

Engineering Negotiate Technology Technology 59

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Local contracts support, which we didn’t have. Myth number three.

Cross-sell 69

Cross-sell Sales Support Growth Up-sell 69

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 50

Appointment Hospitality Sales Inside sales 50

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 44

Appointment Sales Hospitality Inside sales 44

SaaStr

MAY 8, 2020

When you look across the landscape and suite of companies, where do you think many potentially go wrong in terms of really engaging that enterprise sale, also maybe in the midst of COVID? And the hardest thing, Bob said, is for founders to let go of their founding idea. It can feel really uncomfortable.

Cross-sell 94

Cross-sell Contract Start-ups Up-sell 94

SaaStr

MAY 15, 2020

” I think Marriott started in 1927, and in the early ’30s, they were one of the earliest companies to give healthcare benefits to their employees. Harry Stebbings: But in enterprise, the contracts are long, the clients are slow moving, generally speaking. . So, I think that’s great. Bridget Gleason: Right. .

Trust 104

Trust Start-ups Customers Up-sell 104