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Rishi Kulkarni Profile picture
@rishikulkarni
May 2, 2019 • 7 tweets • 2 min read • Read on X
Don’t overstack your sales stack.
Here is our latest blog on Building your sales stack which is aligned to buyer’s journey:
🔬 Research
🤵 Lead engagement
📑 Negotiation
💸 Deal closure
💓 Customer Success

revvsales.com/2019/04/17/lea…

#SaaS #Sales #salesenablement
🔬Research:

1. Focus on prospecting tools which find you the right contact details. Provides details into prospect (revenue, headcount, competition)
2. We recommend conferencing & scheduling tools on @G2CrowdReviews. Look for fool proof scheduling and call recording features.
🤵Lead engagement

3. Streamline prospect interaction using right pitching tools
4. Build a objection handling repository in your CRM
5. Invest in tools that enable a great product demo
📑 Negotiation

6. Invest in Proposal and quotation builders, make your documents look professional and error free.
7. Build pricing and binding tools like #CPQ which enable what-if scenarios in deal negotiation
💸 Deal Closure

8. Deals live beyond the closing date, so do contracts. Invest in contract management systems.
9. Top it off with e-signature to sprint the last mile.
💓 Customer success

10. Success of your product adoption depends on the success of customer on-boarding (including any early implementation). Make sure this phase is data driven.
Those are 10 pieces of your sales stack (🔬🤵📑💸💓) to
Successfully Convert your lead to deal.

@RevvSales

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More from @rishikulkarni

Rishi Kulkarni Profile picture
Oct 5, 2020
“Working Backwards” is Amazon's brilliant approach to product development.
We took this approach and applied it to product onboarding, the make or break phase of any product.

I’m sharing 3 core concepts of the onboarding, all qualitative in nature.

@TweetSamG

#PLG
1. Parts
Parts are the knobs and settings on the TV or Radio device.
You know what they do when you touch them.
They are hard to design but even harder to name.
This is where most amount of iteration in product design happens in early days, and is worth the effort.
2. Sequence
Products automate jobs to be done for the user. Many impose a sequence of operation or sub-tasks to complete the job.
This sequence is never the same as user did outside your product or before your product.
Sequencing operation of the parts when good design helps.
Read 4 tweets
Rishi Kulkarni Profile picture
Sep 29, 2020
The six-pack product management.

All products start by asking questions.

But every great product team asks these two questions that Steve Jobs did at Apple.
1.What incredible benefits can we give to the customer?
2.Where can we take the customer?

#product
@TweetSamG Image
Product-culture is a system of product management that is focused on addressing two questions. It’s a process of discovery and conversation with the market.

Here is six-pack of product-culture way of doing things. Some are easier to iterate others are harder to iterate aspects.
UX-Metrics-Target Persona are the most visible part of the product. Tons of experimentation, discovery and iteration happens on these aspects of product.
Read 10 tweets
Rishi Kulkarni Profile picture
Aug 19, 2020
Shipping a product is discipline, relentless iteration & prioritization.

Post COVID. The team met everyday, every morning, pouring through use cases, noisy data, screenshots, issues. Many iterations. And prioritized shipping over everything. (Even human touch).

@TweetSamG Image
I put mini team screen shot but it’s an amazing effort from every team member.

The product experience was the core goal for the initial shipping. It has to be easy to use. Simple to try.
UX copy is such big differentiator when making your product simple. So much focus goes in visuals that we miss the most important leverage in a product: good UX copy.

We are obviously just getting started.
Read 10 tweets
Rishi Kulkarni Profile picture
Jan 22, 2020
On b2b software: recollecting my experience using Slack, Salesforce CRM, Mailchimp, Hubspot, Atlassian, And one degree of separation Accounting/tax, Procurement. AWS, Databases, Zapier or Integrations, IDE. MS office. Wordpress. Canva. Analytics tools like BigQuery, Pandas
Not counting: Billing software, Support/help-desk software, Zoom/Skype, Social Media.

Very broadly:
- Workspace software (Word, Excel, CRM, Slack, Jira, Salesforce CRM).
- Stitching software (Zapier, Mulesoft, Workato).
- Measurement software(Google analytics, Segment, SQL)
pure-play Workspace software at some point inevitably evolve into Workplace+Measurement software.

Applying the Grammarly metaphor (I see the spinning green G on everyones browser at work):

How is my writing today?
Read 9 tweets
Rishi Kulkarni Profile picture
Aug 22, 2019
Getting leads isn't enough if you can't close deals, fast! #Sales Ops is a sales catalyst function in any growth company. But as I meet leaders at fast growing companies there continues to be frustration around lack of automation for #SalesOps.

A thread here on the same:
@CSOInsights
has mapped 4 broad functions of Sales Ops with 16 specific key activities :

1. Strategic Planning Support Activities
2. Sales Performance Analysis
3. Sales Readiness & Sales Cycle Support
4. Technology Management

#sales #salesops #Salesforce @RevvSales
Sales Ops function #1. Strategic Planning Support Activities

a. Customer Analysis & Reporting
b. Sales Organization Structure
c. Compensation Modeling
d. Territory Modeling
e. Channel Definition

#sales #salesops #Salesforce @RevvSales
Read 10 tweets
Rishi Kulkarni Profile picture
Nov 17, 2018
Sales Ops is a strategic function and not a support function writes @TweetSamG in this note linkedin.com/pulse/your-sal…
#Sales #SalesOps
inspired by @HubSpot , @TweetSamG says "Sales Ops professional is akin to a coxswain for salespeople. They provide the guidance and direction needed by #sales team to meet and exceed targets" linkedin.com/pulse/your-sal…
To confuse between a tactical and strategic role hurts your hiring says @TweetSamG "A person geared to provide support is more tactical and will not have relevant problem-solving skills or analytical thinking required by a strategic function." linkedin.com/pulse/your-sal…
Read 4 tweets

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