Predictable Revenue

AUGUST 6, 2020

The post Manage a large sales team virtually and build a kick-ass discovery process appeared first on Predictable Revenue. How to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training, and keeping the sea of faces on your team zoom calls engaged.

Management 264

Management Sales Engagement Revenue 264

Sales Hacker

MAY 22, 2023

So…what do you do during a discovery call? What exactly do you need to uncover, in order to accurately diagnose & solve your buyer’s problems? Join Becc Holland , CEO and Founder of Flip the Script , LIVE to find out the 12 types of “problems” in sales , and the 3 steps to nailing your next DISCO call.

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Development Sales 77

Sales Hacker

MAY 30, 2023

What exactly do you “challenge” during a discovery? And how do you “challenge” your prospects without turning them off? Join this session with Becc Holland of Flip the Script to find out how to “challenge” prospects in a way that truly helps them & encourages them to buy. appeared first on Sales Hacker.

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Sales 68

Sales Hacker

APRIL 25, 2023

And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. You might call this discovery , but it’s actually more like scoping — that is, determining the scope of the eventual job. Related: First Sales Call: Discovery or Demo?

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CloseSaaS

OCTOBER 28, 2022

Discovery calls can sometimes seem like just one extra step that slows down your time to close. But, what exactly is involved in an effective discovery call? And how do you run a discovery call that works? How is it related to qualification?

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Sales 52

Intercom, Inc.

AUGUST 27, 2018

But when it comes to the discovery call, many of us assume we can wing it. It’s strange because the discovery call is how we uncover critical information early in the sales cycle. As account executives, the discovery call is our first opportunity to talk to a prospect after they’ve been qualified by an SDR.

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B2B Sales Revenue Pricing 150

Sixteen Ventures

AUGUST 15, 2023

You get it; Goal Discovery is essential. But here’s where the frustration mounts: you have clients to manage, meetings to attend, fires to put out, and an inbox that never seems […] The post Goal Discovery: The Essential Task You Never Had Time for (Until Now!)

Customer Success 52

Customer Success Trends Management Growth Hacking 52

Andreessen Horowitz

NOVEMBER 19, 2019

In this video, General Partner on the Bio Fund Vijay Pande describes how we are in … The post AI is Industrializing Discovery appeared first on Andreessen Horowitz.

AI 82

AI Healthcare Engineering 82

IT World

FEBRUARY 7, 2023

I'll admit it: I've spent far too much time tapping, swiping, and generally just ogling Gboard on Android. Hey, what can I say? We've gotten really close over the years. It may seem like an unhealthy obsession to some (hi, honey!), but it really isn't not quite as crazy as you'd think.

Mobile 105

Mobile 105

BetterCloud

JUNE 29, 2021

App and file discovery is a great first step, but how IT teams remediate what they find is even more important. The post Product Tip Tuesday: oAuth Discovery and Beyond appeared first on BetterCloud Monitor. Which apps in your cloud environment are sanctioned by IT, and which apps are employees using outside of their purview?

Cloud 52

Cloud 52

Andreessen Horowitz

APRIL 9, 2020

That’s why, despite superhuman efforts from the industry, we’re still looking at 12-18 months minimum before we can realistically hope for a vaccine for COVID-19, and probably months before there’s a proven viable drug … The post Drug Discovery in the Age of Coronavirus appeared first on Andreessen Horowitz.

Development 77

Development Healthcare Engineering 77

CloseSaaS

SEPTEMBER 7, 2022

Save time in your sales process and focus on leads that matter by learning how to ask the right sales discovery questions. Want to understand your prospects better?

Sales 52

Sales B2B 52

Andreessen Horowitz

AUGUST 18, 2021

On this episode, we are taking a pulse-check on the state of the intersection between biology, healthcare, and technology with two scientists that sit at another intersection, … The post Bio Eats World: Discovery, Translation, and the State of Bio Today appeared first on Andreessen Horowitz.

Healthcare 75

Healthcare Technology 75

Intercom, Inc.

AUGUST 6, 2018

The post How Daily.co’s Intercom app helped them drive discovery and engagement appeared first on Inside Intercom. Some of our partners and customers have built apps in less than a day! To get started, check out our developer docs. We can’t wait to see what you build.

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Engagement Marketplace as a Service Development Sales 130

CloseSaaS

OCTOBER 7, 2020

Discovery meetings are like the first dates of the sales world: Here is where you either make or break the relationship. Learn how to set a clear discovery meeting agenda, the types of questions you should ask, and how a discovery sales deck can help you improve your process.

Sales 52

Sales 52

SaaStr

APRIL 24, 2024

AI is Important — But LLMs Less So AI in general has been part of the drug discovery for quite some time, but LLMs aren’t a magical solution to making Veeva even better And our classic great deep dive with Founder CEO Peter Gassner here: The post 5 Interesting Learnings from Veeva at $2.5

Scale 171

Scale AI Cloud Scaling 171

Andreessen Horowitz

MARCH 31, 2021

One of the hallmarks of value-based care is a shift … The post Doubling down on direct contracting; Can discovery be engineered? Subscribe to stay on top of the latest trends in bio and healthcare. Doubling down on direct contracting. Clubhouse FOMO, and more appeared first on Andreessen Horowitz.

Engineering 55

Engineering Healthcare Trends 55

Predictable Revenue

MARCH 4, 2024

The Selling V is a framework of questions to guide the discovery conversation between a prospect and a salesperson. The post The Selling V appeared first on Predictable Revenue.

Revenue 130

Revenue 130

Tom Tunguz

OCTOBER 7, 2015

” All of these questions are customer and product discovery questions, almost identical to the ones product managers use to understand if the company has unlocked product-market fit. This question aims to understand the breadth of potential customers the product can serve, and the vigor with which an existing customer would recommend.

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Product Marketing Development Team Review Software Review Startup 125

Sales Hacker

JULY 2, 2018

Below are six examples of sales discovery questions you should ask your prospects for an accelerated sales process. But when it comes to the discovery call , many of us assume we can wing it. It’s strange because the discovery call is how we uncover critical information early in the sales cycle.

Sales 58

Sales Revenue B2B Pricing 58

Sales Hacker

JULY 10, 2019

What if you could leave every discovery call knowing you have a deal? After analyzing millions of discovery calls, we’re sharing insights on how top sales pros surface business pain, deliver value, and cultivate a truly meaningful conversation.

Sales 40

Sales Business 40

SaaStr

NOVEMBER 12, 2023

With a career focused on the intersection of storytelling, media, technology, and advertising, Sarah also previously held leadership roles at Ooyala, Discovery, and Viacom. Previously, Sarah worked at Spotify, where she led a team responsible for marketing Spotify’s advertising business globally.

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Advertising Leadership AI Technology 216

SaaStr

DECEMBER 12, 2023

Discovery is clear once they’re considering it. In a discovery guide, you want the objective for each stage in the buyer’s journey, plus example questions. A lot of folks are using intent data and are testing only outbound once someone has landed on their website.

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Point of Sale Forecasting Technical Review SMB 236

Tom Tunguz

JUNE 10, 2013

I hope you can use it in your pricing discovery processes and find it to be as effective as I have. I use relative pricing questions in researching the market opportunities for startups and on the whole they shed much more inside the customers' viewpoint than absolute pricing questions.

Pricing 100

Pricing Startup Mobile Data 100

Tom Tunguz

OCTOBER 30, 2023

Last, the decreased competitive pressure from four major buyers deflates auction pressure, blunting price discovery in a sale process. The limbo between a signed deal & a closed merger places a startup in a no-person’s land where the companies must operate independently, yet the ecosystem perceives the target as captive.

Acquisition 244

Acquisition Startup Pricing Technology 244

SaaStr

MARCH 13, 2023

Personally, I never answer a cold call, and want at least my initial discovery to be done over email. So even after doing SaaS all this years, and being perhaps the biggest fan of SaaS sales and sales processes out there … I still struggle with the idea of cold calling. But I’m not the average tech buyer, and you probably aren’t either.

SaaS 259

SaaS Revenue Sales Data 259

User Pilot

FEBRUARY 4, 2023

You can use examples of strategic initiatives in your SaaS business to improve customer retention rates and drive feature discovery. Using tooltips and running webinars to guide customers can help you drive feature discovery. Let’s see 2 initiatives that can help you drive feature discovery. Initiative example #1.

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Development Scale Retention Onboarding 97

SaaStr

DECEMBER 1, 2021

It’s when a sales rep has done such a great job helping the prospect through the discovery period, the trial period, the learning, the exploration … when the rep has truly added substantial value to the prospective customer’s discovery and decision process … that the rep has earned the right to ask for something back.

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Sales Revenue Software SaaS 294

SaaStr

DECEMBER 4, 2023

Discovery is super involved now, and you need to understand what pains customers have and then isolate the most pressing pain your product can solve. The sales cycle is even more critical now more than ever since every buyer is much more cautious about budget. What are the best companies doing?

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SaaS Payments Payment Services Payments Payment Features 208

User Pilot

APRIL 24, 2024

Starting with the very basics, here are the steps that go into running a successful SaaS demo: Carry out pre-discovery user research to gather initial insights about prospects. To do so, you need to carry out pre-discovery research, which can be done via several channels.

SaaS 77

SaaS Software Review Engagement Data 77

SaaStr

JANUARY 23, 2023

Kill the discovery call There are several problems with discovery calls. This is where ‘discovery through demo’ comes in. Use product-led principles in your sales We don’t only mean offering a free trial when discussing product-led models. Why not give it to them?

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Management SaaS Social Media Innovation 164

SaaStr

AUGUST 31, 2023

It was acquired to combine it into an e-discovery leader at nine figures in ARR. Logikcull was/is doing tens of millions of ARR and has been profitable for some time (yes it can be done) with solid growth. What happened here? 1+1 =3 here How does it work?

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Acquisition Scaling Startup SaaS 210