How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards
Tomasz TunguzVenture Capitalist at Redpoint If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards
Recently, Jim Benton joined us for Redpoint Office Hours to share insights from his vantage point as CEO of Chorus.ai on how sales has changed during the COVID era. Jim shared many data points that opened up my eyes to some of the challenges and the opportunities before modern sales professionals. I took away three key ideas, though we covered much more in the session. Natalie, Chorus' VP of Marketing, whispered in my ear before the session that I should ask Jim about Ted Lasso, the television series. Jim asked his management team to watch it both because it’s uproarious and we all benefit from a laugh, and also because Ted Lasso practices many great management techniques. Jim started as CEO just as shelter-in-place started. Imagine running a company not having met most of the team. How do you create alignment? Coach Ted Lasso has the answers. After a fun foray into management theory, Jim shared some data points from the 15 million calls Chorus analyzed in their public report on the state of conversation intelligence. Here are a few bullets - sellers invite senior decision- makers to sales meetings much more often in the post-COVID era than before. Inviting sales managers to those calls increases conversion rates by 34%. - sales processes require 4.1 meetings over video, compared to 2.8 before, about 50% more time. - storytelling has become more important in closing accounts. The top performing sales people tell 20% more stories. And 68% of the time, those stories include social proof to establish credibility. Last, Jim shared with us a vision for the future of sales: hybrid selling. Sales meetings will be hybrid: two people in the room, and two people dialing in by video, for example. Because of that pattern, sales professionals will default to presenting in Zoom to ensure they can handle the last minute comment that an attendee will be joining remotely. This is an advantage: sales team will capture data on every meeting, not just virtual ones. And the best sales managers use that data to coach. Above all, I found myself admiring Jim’s exuberance and passion for the art of selling. “We get a front row seat to the world’s problems and we get to go solve them…We are saving careers by representing magical solutions.” I’m grateful to Jim for sharing his data, management philosophy, and selling ethos. It was an inspiration. |
Older messages
This is the Most Ridiculous Use of Money Management I've Ever Heard. What is Wrong with You?
Monday, March 8, 2021
Tomasz Tunguz Venture Capitalist at Redpoint If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. This is the Most Ridiculous Use of Money Management
How Much is 20% More NDR Worth to Your SaaS Startup?
Friday, March 5, 2021
Tomasz Tunguz Venture Capitalist at Redpoint If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. How Much is 20% More NDR Worth to Your SaaS Startup
The Feedback Loops in Data that Will Change SaaS Architecture
Wednesday, March 3, 2021
Tomasz Tunguz Venture Capitalist at Redpoint If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. The Feedback Loops in Data that Will Change SaaS
The Four Types of Startup COOs
Tuesday, February 23, 2021
Tomasz Tunguz Venture Capitalist at Redpoint If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. The Four Types of Startup COOs If you asked 5
The Most Popular Startup Domain Suffixes - .com, .co, .gg - Which is Best for Your Business?
Monday, February 22, 2021
Tomasz Tunguz Venture Capitalist at Redpoint If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. The Most Popular Startup Domain Suffixes - .com, .
You Might Also Like
Mailbob, Athina AI, Style AI, and Formula Wizard
Sunday, April 28, 2024
WebsiteGPT to make fully customizable websites in seconds BetaList BetaList Daily Mailbob Exclusive Perk publish and manage your email newsletter with ease Athina AI Exclusive Perk Monitor and Evaluate
Initiator Creator - Issue 140
Sunday, April 28, 2024
Initiator Creator - Issue #140 - ( Read in browser ) By Saurabh Y. // 28 April 2024 Presented by DesignThingy This Week's Notes: Directionless bull All our efforts get wasted when we get stuck
Knowing is not enough
Sunday, April 28, 2024
you must apply , The Start Your Ecommerce Business 2024 was a huge success thanks in part to you. We hope you left feeling inspired and equipped with actionable strategies from our expert speakers. But
#177 | Request for Startups, Real Estate Tech Themes, & more
Sunday, April 28, 2024
April 22nd–28th | Insights from Crossbeam, Altimeter, Ansa, Scale VC, and others ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
The $4M SaaS nobody knows about
Sunday, April 28, 2024
Starter Story's Sunday Breakfast #90 ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
Twitter’s former Head of Product opens up: being fired, meeting Elon, changing stagnant culture, building consumer…
Sunday, April 28, 2024
Kayvon was the longest-serving head of product at Twitter and was GM of Twitter's consumer division until the platform was acquired by Elon Musk. He originally joined Twitter in 2015 through the
Parea AI, Notion to Calendar, and VisualInvoicer
Saturday, April 27, 2024
Simplest way to create invoices BetaList BetaList Daily Parea AI Exclusive Perk Developer tools for evaluating, testing and monitoring LLM-powered apps. Notion to Calendar Put your Notion Databases in
From 0 experience to 160 orders for her business
Saturday, April 27, 2024
Read foundr+ student wins , Here at Foundr, we can't get enough of our student wins, both big and small. (These student wins are just the tip of the iceberg when you join foundr+.) Whether it was
What’s 🔥 in Enterprise IT/VC #390
Saturday, April 27, 2024
ServiceNow, Microsoft...closing sales in the enterprise - demonstrable ROI + AI Pixie dust ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏
Try our premium newsletter for just $19/month
Saturday, April 27, 2024
This weekend only, early-bird pricing is back. Learn from exceptional founders and investors for just $19/month or $200/year. New series are being published now. ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏ ͏