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Congratulations on the launch Ross & Ryan! As an engineer and occasional entrepreneur I admittedly struggle with “selling” and have always viewed it as an ad ho
by ender201 5y ago
Congratulations on the launch Ross & Ryan! As an engineer and occasional entrepreneur I admittedly struggle with “selling” and have always viewed it as an ad hoc effort. The structured, repeatable process you describe appeals to me quite a bit.
I’m curious what insights you’ve had so far into the customer’s willingness to sign into the product and engage with the process?
- RyanRich 5y agoThe main lessons we've observed are – 1: buyers want to be shown what success looks like with your solution - i.e., the buyer journey (what do I actually have to do to solve my problem) and 2: the easier you make it for a buyer to walk down this path and solve their problem the more likely they are to partner with you. We've seen teams that take a buyer-first approach have the most success. It takes a lot of work to iterate and refine your sales process to make it more buyer friendly. It parallels the iteration needed to build a smooth onboarding flow.
- rossrich 5y agoJinx :)
- rossrich 5y agohonestly this is the first big one product related question we needed to answer if the idea behind Accord was actually going to work in the real world. We initially thought the workspace acceptance and engagement rate would be closer to 30-40% and we’d have to iterate from there to move it up. However, the feedback from our customers’ customers was incredibly positive to start and saw a 90%+ rate from the beginning. The positive qualitative feedback from end customer’s has been around how helpful it is for them to understand what the entire journey looks like when starting a sales process, and feels much more collaborative than just being “sold to” by another rep.