Product. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve. Luckily, you’ll get plenty of ideas and inspiration in the latest Sales Talk for CEOs podcast.

My guest for this interview is Pouyan Salehi, CEO of Scratchpad, a workspace designed specifically for sales and revenue teams. Scratchpad has a unique bottom-up sales model where—on the one hand—the end-users of the software (sales reps) are not the buyers, but—on the other hand—the end-user experience is instrumental in getting sales conversations with decision-makers at large companies. A fully aligned go-to-market team is crucial to success, and, in this interview, Pouyan shares how he achieves it.

As Pouyan explains, aligning your go-to-market team has nothing to do with tools and processes. Instead, you have to start with mindset, prioritizing ‘delight’ and ‘experience.’ “We’re a software company, and we build a product, and people buy the product. But that’s just one component,” says Pouyan. “What we’re essentially doing for every user interaction that we have is we’re giving them an experience. We’re delivering an experience, and that experience should be one of delight.”

This mindset drives sales and customer experience at Scratchpad and has brought the entire go-to-market team together into one cohesive unit. Although Scratchpad is only two years old, the company has established a base of raving fans that any CEO would envy! Listen in to hear how Pouyan has done it, so you can apply the strategies to your business too.

Highlights

2:25 Designing a space for sales team efficiency

7:24 Understanding diversity in sales reps

9:26 Balancing structure and individual flexibility

13:45 Selling your idea and testing your value proposition

20:25 Designing a complex go-to-market motion

29:40 Building a fully aligned go-to-market team

35:19 Creating raving fans

Quote

“What we’re essentially doing for every user interaction that we have is we’re giving them an experience. We’re delivering an experience, and that experience should be one of delight.”

Connect with Pouyan Salehi in the links below:

Website: https://scratchpad.com/

LinkedIn: https://www.linkedin.com/in/pouyansalehi

You can learn more about and connect with Alice Heiman in the links below:

Website: https://AliceHeiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman/

Donny van de Beek to United: The Inside Story