SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. If I’m talking to somebody in oil and gas, and then I talk to a healthcare company in the next phone conversation, I am screwed, I’m all over the place.

Pitch 96

Pitch Conversion Sales Territory 96

Sales Hacker

FEBRUARY 7, 2018

CASE IN POINT: Common mistakes we find that can lead you to believe you are in a launch window: Not distinguishing outliers: One of our client’s database showed a single $200,000 annual contract (ACV) Enterprise deal with a 270-day sales cycle among dozens of $12,000 ACV deals with 28 days sales cycles. EXECUTE THE GO TO MARKET PLAN.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 67

GTM Healthcare Pipeline Sales 67

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. What the CDC and the US is worried about is that the flu, the normal flu, comes out at the same time as COVID-19 makes the resurgence in the winter and that overwhelms our healthcare system. That means specifically they’re going to cancel contracts.

Finance 81

Finance Government Price Contract 81

Partners in Excellence

JANUARY 19, 2018

Also, while, I’m at this stage of the discussion, too many think confuse the contracting process with the buying process. For instance, right now, I’m involved in the contracting stage of what’s been a very long complex buying process. Diving in a little more deeply. That process is unique to the company.

Process 52

Process Sell Drivers/motivators Sales 52

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Local contracts support, which we didn’t have. Myth number three.

Cross-sell 64

Cross-sell Sales Support Growth Up-sell 64

SaaStr

MAY 15, 2020

” I think Marriott started in 1927, and in the early ’30s, they were one of the earliest companies to give healthcare benefits to their employees. Harry Stebbings: But in enterprise, the contracts are long, the clients are slow moving, generally speaking. . So, I think that’s great. Bridget Gleason: Right. .

Trust 81

Trust Start-ups Customers Up-sell 81

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 44

Appointment Hospitality Sales Inside sales 44

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 44

Appointment Hospitality Sales Inside sales 44