If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segments on the topic featuring:
Neeraj Agrawal - General Partner, Battery Ventures
Keno Helmi - CRO, Espressive
Chris Degnan - CRO, Snowflake
ADDITIONAL RESOURCES
For more information on Selling in a New Category, check out Force Management’s eBook: https://hubs.li/Q02GXNTZ0
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:28] Understanding market transitions and spotting opportunities.
[00:03:01] Challenges of new technologies as solutions looking for problems.
[00:04:29] Investing in new product areas and the importance of timing.
[00:05:07] The role of POVs in selling complex technologies.
[00:06:06] Different sales motions: Provoking interest vs. competing in an active market.
[00:07:52] Qualifying economic buyers before a POV.
[00:11:12] Realities of selling new technology at a startup.
[00:13:24] Strategies for targeting early customers and overcoming competition.
[00:15:14] Key customers that helped shape Snowflake's success.
HIGHLIGHT QUOTES
[00:01:46] "Spotting these transitions and being there at the right point is a key component here."
[00:03:01] "New technologies as solutions looking for a problem must be the harder ones to guess."
[00:05:07] "Sharing a POV or a POC is critically important when you're selling a technology your customers may not understand."
[00:06:56] "If I have a brand new technology that customers may not understand, I can alleviate a lot of their concerns by doing a POV."
[00:11:32] "There's a misperception if you're a salesperson that you can go into an early stage startup and make a ton of money."[00:14:09] "Teradata was almost arrogant... They let the cloud sideswipe them."
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
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