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15 results for “sales operations”
Topic2 mentions across episodes
Sales operations
...Sales rep peels off. The customer success is introduced during the implementation process. We catalog and log everything that needs to happen. The awareness process had somebody that said, I'd like to learn more about that. I do have a problem, and I
32:56 / 34:15
from transcript32:56 – 34:15
...the presales process so the customer can feel comfortable with the customer journey and how you're gonna make them successful, and they've got the confidence in that. So they know what they're buying into early on, and then we build these production
22:47 / 25:13
from transcript22:47 – 25:13
...sales process, so you've got to actually show that. You got they gotta see what it's like to work with you. Dude, you ever chatted to Chris Degnan about CS? He goes, you know what I did when I came into Snowflake? I got rid of all CS. No more CS. I d
23:49 / 26:07
from transcript23:49 – 26:07
...process to be able to represent the organization for these larger, more marquee companies. But you wanna load balance that out across the leadership team. And speaking of kind of those big contracts, when you get them, I think the hardest thing is ac
32:08 / 33:23
from transcript32:08 – 33:23
...sales reps truly involved in driving customer outcomes and creating customer value, I think is really healthy for the long term viability of a company. The days of the big sales rep with the fancy suit that comes in and does the big deal and then wal
48:45 / 49:46
from transcript48:45 – 49:46
...sales organization or an outside sales organization
22:29 / 23:34
from transcript22:29 – 23:34
Because, you know, as you said, there's the SaaS revenue, which is great. Mhmm. But also transaction revenue is a meaningful, meaningful part of it for you. And so when you think about really ensuring customer success, what what have been your bigges
48:45 / 49:45
from transcript48:45 – 49:45
...sales and marketing costs rise. It's falling pretty rapidly for us. We're getting more and more efficient as we grow. But we've also made tremendous investments upfront. Rev ops, enablement, data and biz ops, like, these are for anybody else looking
46:29 / 47:30
from transcript46:29 – 47:30
And what I mean by that is, like, if we're doing, like, I don't know, PLG PLG but with expansion, but it's like small ACVs coming in five to 20 k ACVs versus big 100 k ACVs. Does that differ our expectations on stages and what should qualify? Yes. We
34:29 / 35:35
from transcript34:29 – 35:35
...Right? So let's just say you're happy with a 20 k deal in the inside sales. What number are you happy with in the outside sales? And and it's sort of a rough benchmark. You wanna be able to get a three x. So there's productivity numbers. Right? Like,
25:23 / 27:00
from transcript25:23 – 27:00
...talented sales team that does a lot of outbound prospecting. I still prospect as the head of sales. Our co You still prospect? I still prospect every single day. Our cofounders prospect. So So you will, like, cold message on LinkedIn, cold email? I w
14:11 / 15:17
from transcript14:11 – 15:17
So we have different markets that are more expensive for cost of living. So those are, a little bit higher of a total OTE. But as far as the comp structure, we do a 70% base, salary, and then we do 30% based off of their variable, which is tied to th
25:28 / 26:35
from transcript25:28 – 26:35
...SCs, Sales Engineers. They're all What's AMs? Account managers. So if you're a large account, you kind of have this relationship focus but strategic account manager. Which is CS, no? CS were traditionally designed as a function to onboard the custome
18:00 / 19:01
from transcript18:00 – 19:01
...weekend, as a salesperson, I do some research. What's the research? I look at what the execs are saying on social media. I read the 10 k. Now you can use AI to make a lot of this stuff so much better. I research the company. I I look at their job pos
26:12 / 27:17
from transcript26:12 – 27:17
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