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Revenue Builders Podcast
Selling in a New Category

Selling in a New Category

Revenue Builders vor 2 Jahren

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19:43

If you’re trying to demonstrate value in a new category or sell a
new solution like AI, then this podcast is for you. We pulled
together three segments on the topic featuring:

Neeraj Agrawal - General Partner, Battery Ventures

Keno Helmi - CRO, Espressive

Chris Degnan - CRO, Snowflake

ADDITIONAL RESOURCES

For more information on Selling in a New Category, check out
Force Management’s eBook: https://hubs.li/Q02GXNTZ0

Tune in and learn more about this episode of The Revenue Builders
Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:28] Understanding market transitions and spotting
opportunities.

[00:03:01] Challenges of new technologies as solutions looking
for problems.

[00:04:29] Investing in new product areas and the importance of
timing.

[00:05:07] The role of POVs in selling complex
technologies.

[00:06:06] Different sales motions: Provoking interest vs.
competing in an active market.

[00:07:52] Qualifying economic buyers before a POV.

[00:11:12] Realities of selling new technology at a
startup.

[00:13:24] Strategies for targeting early customers and
overcoming competition.

[00:15:14] Key customers that helped shape Snowflake's success.

HIGHLIGHT QUOTES

[00:01:46] "Spotting these transitions and being there at the
right point is a key component here."

[00:03:01] "New technologies as solutions looking for a problem
must be the harder ones to guess."

[00:05:07] "Sharing a POV or a POC is critically important when
you're selling a technology your customers may not
understand."

[00:06:56] "If I have a brand new technology that customers may
not understand, I can alleviate a lot of their concerns by doing
a POV."

[00:11:32] "There's a misperception if you're a salesperson that
you can go into an early stage startup and make a ton of
money."[00:14:09] "Teradata was almost arrogant... They let the
cloud sideswipe them."

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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Force Management