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10 Things Startups Get Wrong Selling to Developers and Engineers (from the CRO Who Scaled Databricks from

SaaStr

Selling to developers and engineers isn’t like selling to any other buyer. As CRO of Databricks, he’s built one of the most successful developer-focused sales organizations in the world. Here are the 10 biggest mistakes he sees startups make when selling to technical buyers—and how to fix them. Do both 10.

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LinkedIn Sales Mastery: How B2B Teams Close More Deals with Social Selling

RingDNA

If you’re not active on LinkedIn, you’re missing out on one of the most powerful tools for driving brand awareness, building credibility, and expanding your network. “75% If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling.

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The Best Sales Certifications to Get in 2025

RingDNA

The best sales certifications in 2025 include programs like the Certified Professional Sales Person (CPSP), Certified Inside Sales Professional (CISP), and Salesforce Sales Operations certification. These credentials help sales reps and managers build skills, improve credibility, and advance their careers.

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From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship

SaaStr

Ron and his team tapped into their VC network, particularly a16z, to land early enterprise deals. ” Building the Right Sales Motion In Databricks early days, the sales team was largely inside sales, selling to tech startups in Silicon Valley. Inside sales can work well for smaller, fast-moving deals.

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Warm Calling: The Comprehensive Guide

RingDNA

You can find these contacts in several places: Networks Look at your company’s and individual sales reps’ existing network. Best practices During warm calls its best to avoid directly pitching or overly selling your prospect. If there is already an open channel or relationship, you can easily warm call them right away.

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In-Person Sales Generate 3x Higher Conversions Per The CROs of Toast, Splunk, Brex and Slice

SaaStr

In SaaS, its easy to assume that virtual selling has completely taken over. Hyrid and work-from-home made it the default paradigm for many in B2B sales. In-Person Selling Builds Trust Faster Christian Smith, CRO of Splunk, emphasized that building deep, long-term relationships is much harder to do remotely.

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GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup

Sales Hacker

06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around. 13:26 The speed dating hack that landed Coffee’s first sales leader. 17:36 What Doug learned running Sales Cloud at Salesforce — and why he left. 24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.

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