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CEO Vision: Navigating the Changing Sales Landscape

Don’t let the competition outrun you to the ideal leads.

Mikita Mikado, CEO and Co-Founder of PandaDoc, Melanie Fellay, CEO and Co-Founder of Spekit, and Nicolas Vandenberghe, Co-CEO and Co-Founder of Chili Piper are here to keep you in front of the numbers with data-driven strategies to navigate sales tech categories and evaluate ROI like a pro.

The landscape is changing, categories are merging, and it doesn't hurt to have a CEO or three guiding you through the decision making process and stakeholders involved from both vendor and buyer perspectives, from start to finish.

WHAT YOu’ll LEARN

Navigating the influx of sales tech categories like a pro
Strategizing software evaluation like a CEO
Aligning GTM teams internally for the necessary 'why behind the final product

KEY TAKEAWAYS

Waves of innovation: We’re in an interesting time with an intersection of movements. There’s a desire to simplify, consolidate, do it all in one, but oppositely there’s expansion, new solutions, wider breadth, more interconnection. Remember that many successful companies exist even though Salesforce does too. The key is now integration, and figuring out which specialized tools work together best for your team.
Paint the ROI story clearly: When looking at ROI, paint the lowest perceived reward. How much urgency are you driving? The goal is to deepen and broaden - the best service, best CSM team, continuous product research, and feedback loop. The deeper you go, the more solutions you enable. The broader you go, the more people you’re exposed to and the easier it is to convey your ‘why’ through the product.
Don’t limit your potential: At any time, you may find an action that will make you do better. When Jeff Bezos has a meeting, he asks someone to write a six page memo rather than a powerpoint so everyone can look it over prior to coming together. When you open up the floor to the whole team and find strength in asynchronous work, you allow richer thought processes than one meeting, at one time, with a strict budget allows.Things either converge or diverge - if it’s diverging, figure out why.

RESOURCES

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