What You'll Learn: - Align product, customer success, and sales to match expectations to delivery. - Communicate the reality of an implementation process. - Optimize legal resources to build momentum for a smooth negotiation process. - Lessons from frustrated customers who were promised more than they got—and what they want to hear from future sales teams.

1. What Your Prospect Wants
from Your Sales Process
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
Travis Moscone
Sr. Enterprise AE
Concord
Colin Campbell
Director of Marketing
Sales Hacker

3. Drawing parallels: selling and contracting as a business process
How to Build Cross-functional alignment
Understanding and Owning Implementation
Case study from Concord’s customers
Key takeaways
Agenda
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5. How do you align product, customer
success, and sales?
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o Ask for a regular (weekly) check-in around product roadmap;
push for accessible language you can share with prospects
o Establish an SLA between product - sales - customer success
o Sell what your product can deliver now, not what you could
build out in the future

6. What are the selling points - and
realities - of implementation?
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o Give a realistic picture of time and cost
o Address the organizational investment and impact
o Encourage customers to create a plan for change management
beyond implementation

7. ✓ Wanted end user to be able to create approval
workflows whenever they needed to, handled
easily by their administrator.
✓ Looking for a system that’s easy to use with
simple implementation.
“Ultimately, your cost to deploy
and time to value were far less.”
“
Lost Deals → Customers: Case Study

8. Remove silos: create an SLA between departments
Create a two-way, educational relationship with the product team
Map out milestones on the implementation timeline; communicate the
importance of each to your new customers
Keep a single source of truth (We recommend Salesforce)
Sell your product as-is; not as-promised
Key takeaways
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