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 61

Customers Price Contract Objectives and Key Results 61

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 57

Engineering Negotiate Technology Technology 57

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 67

Cross-sell Sales Support Growth Up-sell 67

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 47

Appointment Hospitality Sales Inside sales 47

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

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 76

GTM Pipeline Healthcare Sales 76

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 86

Cross-sell Contract Start-ups Up-sell 86

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 95

Trust Start-ups Customers Up-sell 95