Scott Mullin’s Post

When reviewing sales technology, I’ve noticed that vendors with market leading features have depth of capabilities in additional to flashy features. I define depth as features that go beyond the headline feature and solve more complex use cases. The flashy feature gets replicated pretty quickly by competitors, but depth requires a sustained focus on perfecting a feature. When evaluating a product, make sure to go deep on the most important features. It’s likely that the vendor who can support detailed use cases in the features you care about most will be the best vendor for you. #salesops #revops #revtech #salestech

Why partnering with customers is crucial for early stage technical founders Early-stage tech founders are typically hyperfocused on building the product. Presumably, customer success is something that comes up much later in the journey. But here’s why they should focus on building relationships, not just products, even at this stage: ☑️Customers expect to be viewed as more than just buyers or transactions ☑️Customers expect measurable long-term value from tech investments ☑️Customers see a wider horizon beyond just the core product features  ☑️Customers expect tech to improve their organizational lives #customersuccess #techfounders

Every sales tech vendor has their pitch for how its product will be the most important solution in your tech stack. Putting vendor hubris aside, this attitude is critically important for innovation. If everyone had the same view of the market, innovation would die.  When evaluating vendors, put aside their “take over the world” pitch and learn about what they do really well. It will open you up to new perspectives and may change your view of what is important to buy now vs. in the future. This allows you to not only decide what solution is best for you today, but also what best in class looks like for other capabilities you will need in the future. #salestech #revtech #revops #salesops

How hard should you work on adoption? You need to train, educate and confirm all your sellers understand how to use sales technology. If you’ve done this effectively and sellers still don’t adopt, I would argue, adoption isn’t the problem. The tool just doesn’t deliver enough value to justify using it. Sellers are smart and will only adopt what will help them win deals. No adoption, no value in the eyes of your sellers. The next step isn’t an adoption campaign, it’s finding out why it’s not adding the value and changing the way you use the technology to unlock value for the seller. #salestech #revtech #revops #salesops

Dear Software Product Founders and team… Some questions that may come to mind as below and many other questions that needs to be relooked. Is my product good enough to go to the market ? Is my team composition Ready ? Are we clear on the Go To Market approach? Leads coming but not closing? is the product price positioning correct ? We have tried a GTM but not working out ? Are we moving the right direction? What more can we do to scale up customer acquisition? And Many more…. Connect with Us with your questions we would be more than happy to help your business Scale-up !! #softwareproducts #saasapplications #businessgrowth #growthconsulting #partnerdevelopment #channelpartners #customeracquisition #scaleup

I recently had a great conversation with Seth Marrs about how we can leverage our tech stack (specifically CI) to enable our sales leaders and sellers, unfortunately, my vision for this is ahead of the market. Seth Marrs' advice? Stay tuned, things are moving fast!

Do businesses really care about the results of their initiatives? Or is the real focus on getting approval to do the initiative? As a practitioner and someone working with clients to drive these initiatives, significantly more time, effort and rigor are put into building the case to proceed than ensuring it succeeds. The belief seems to be that once the initiative is approved, success is a forgone conclusion. Your ability to successfully execute an initiative is as important as the initiative itself. The best companies get this and use this lack of focus on results by their competitors to separate themselves. #salesops #revops #salestech #revtech

What do you call a platform that is built to empower sellers? We call it a Revenue Orchestration Platform. While many have tried to build a single place for seller to work, the vendors in this category are the ones doing the most to make it a reality. Forrester defines revenue orchestration platforms as technology that enables B2B frontline resources to design, execute, capture, analyze, and improve buyer and customer engagement while optimizing productivity and internal revenue processes. Check out the blog Anthony McPartlin and I wrote to learn more about this exciting category. https://lnkd.in/gtDgZ2Ht #salesops #revops #revtech #salestech

A successful RevOps model starts with understanding Sales Maturity. Uncover the secrets of a robust revenue strategy in our newest blog post: https://hubs.ly/Q01-5bfj0 #RevOps #SalesMaturity

When it comes to selling, is A.I. just B.S.? 🤔 That’s obviously an inflammatory statement. Of course it’s not B.S. But it is at the peak of the hype cycle. And with most every RevTech vendor claiming that their A.I.-powered tool alone is the key to winning more revenue, how do you separate flash from fact? Rattle 🦖’s Andrew Bothwell and Twilio’s Alex Ball have some thoughts. 💡 📆 Join them on Dec 19 at 11a PT for a discussion on: 🤖 How generative A.I. is changing selling 💰 Where to invest budget to get the most bang for your buck ✅ Their favorite A.I. applications on the market today You know the drill. Link in comments. 👇 #salestech #revtech #aisales