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/
Creating a Mission-Aligned Sales Team with Leeatt Rothschild
Owning Your Role as Sales Leader with Torrance Hart
Solving Startup Problems with Craig Zingerline
The 3 Stages of Business Growth with Orrin Broberg
Marketing That Is Music to Your Buyer’s Ears with Kate Bradley Chernis
Building Relationships to Grow Your Business with Amir Reiter
Finding the Right Sales Leader for Your Company with Elay Cohen
Growth Strategies for Hiring and Organizing Your Sales Team with Jacco van der Kooij
Building a Customer-Focused Sales Strategy with Erik Frank
Integrating Sales and Marketing to Better Serve Customers with Bronwyn Allen
3 Mindsets Every CEO Must Develop in Their Business with Maria Nordstrom
Interviewing for Creativity with Kris Rudeegraap
Entrepreneurial Enthusiasm with Chris Cabrera
Benefits of Hiring a Sales Leader with Gary Goerke
Building and Maintaining Partnerships with Jamie Crosbie
The Importance of Understanding Sales with Steve Benson
Strong Contributors to Sales Success with Jon Ferrara
Directing Sales Profitability with Transparency with Ganesh Shankar
Reimagining How Salespeople Sell with Melanie Fellay
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
Organic Marketing Simplified: Effective podcasting strategy for growth and monetization
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Money Mondays