How PandaDoc grew from $1 million to $10 million in 2 years - Secret Sauce to Sales
•
6 recomendaciones•4,202 vistas
In the first edition of "Secret Sauce to Sales" by Freshsales CRM, we are featuring Jared Fuller (VP of Sales - PandaDoc) and how he helped PandaDoc grow from $1 million to $10 million in 2 years. Read the full article here: http://bit.ly/2lZ6S2w Here are 3 key takeaways from the Slideshare: - Building a channel partner program and growing it from <1% of total revenue to over 15% in nine months. - How Jared and his team handle common sales objections with the help of "6 Gateways of Sales". - How PandaDoc became the #1 CRM integration partner in less than a year
Recomendados
Recomendados
Más contenido relacionado
La actualidad más candente
La actualidad más candente (20)
Similar a How PandaDoc grew from $1 million to $10 million in 2 years - Secret Sauce to Sales
Similar a How PandaDoc grew from $1 million to $10 million in 2 years - Secret Sauce to Sales (20)
Último
Último (7)
How PandaDoc grew from $1 million to $10 million in 2 years - Secret Sauce to Sales
- 1. blog.freshsales.io/pandadoc-growth-10-million/ Jared Fuller VP of Sales - PandaDoc How PandaDoc grew from $1 million to $10 million in 2 years
- 2. Secret Sauce to Sales by Freshsales features top sales leaders across industries and gives you inside access to their sales methodologies. http://blog.freshsales.io/category/secret-sauce-to-sales/ The Secret Sauce to Sales series blog.freshsales.io/pandadoc-growth-10-million/
- 3. VP of Sales and Business Development - PandaDoc. Founder of multiple startups, including JobHive (hiring automation software). Listed in Entrepreneur.com’s 10 Most Innovative Sales Leaders in 2017. About Jared Fuller blog.freshsales.io/pandadoc-growth-10-million/
- 5. Jared’s initial months at PandaDoc blog.freshsales.io/pandadoc-growth-10-million/ I focused on building the partner ecosystem— integrations with a bunch of different CRM software along with the co-marketing and GTM activities around this. In less than a year, we became the #1 CRM integration partner with about six different CRM software.
- 6. We built all these relationships from scratch—cold emails to subsequently having HubSpot and Microsoft invest in our Series B funding. blog.freshsales.io/pandadoc-growth-10-million/
- 8. The Channel Sales Program at PandaDoc blog.freshsales.io/pandadoc-growth-10-million/ In any channel partner program, there are three key stakeholders—the product, the partner, and their customer. We chose to focus on our partners and build our strategy to optimize for their growth.
- 9. In short, the most important thing to focus on when you’re starting a channel program is the services that your partners are going to need to sell to become successful. blog.freshsales.io/pandadoc-growth-10-million/
- 11. If you’re an early-stage company, channel sales is not a hack. It’s an investment. It’s a multi-year investment. If you’re not willing to commit to investing in a channel strategy, I would say, don’t do it. blog.freshsales.io/pandadoc-growth-10-million/
- 12. PandaDoc’s growth story blog.freshsales.io/pandadoc-growth-10-million/ Within the first two years you triple, and the next three years you double—that’s the Silicon Valley magic number. Also known as T2D3, this determines the mechanics of your annualized revenue growth in SaaS. We’re in the doubling phase now and hitting $10M ARR this year. In 2018, we intend to replicate this growth.
- 14. “Sales and Marketing can win the battle, but product always wins the war.” Jared Fuller VP of Sales, PandaDoc blog.freshsales.io/pandadoc-growth-10-million/
- 15. Opening of PandaDoc’s East Coast HQ in St. Petersburg Florida
- 16. Graduation ceremony of an apprentice
- 17. 3 Things to look out for in new hires blog.freshsales.io/pandadoc-growth-10-million/ #1 A lot of failures. #2 A hunger to learn. #3 Respect and attempt to master the craft of sales.
- 18. Halloween 2017 @ PandaDoc
- 19. Common sales objections $ blog.freshsales.io/pandadoc-growth-10-million/ Time and price. “It’s not the right time”, or “It’s too expensive”. You have to know how to recognize these false objections. These are false objections. You’re lied to because you didn’t traverse the first four gateways of sales successfully.
- 21. Opening of a discovery call AxNOT: Call opening ● Appreciate you taking the time for today’s call. ● x = time → “We have 30 minutes scheduled to speak today—does that still work for you? Remember to listen to their response, and adjust your call if necessary) ● Naturally, you will have questions for me about my company…. ● Obviously, I have questions for you about your team and goals to understand if we could help. ● Typically, this call will end with us determining next steps in the evaluation, or if at any point you realize this is not going to be a good fit, will you please interrupt me to let me know? blog.freshsales.io/pandadoc-growth-10-million/
- 22. Discovery Call Framework - Winning by Design
- 23. Favorite productivity hack blog.freshsales.io/pandadoc-growth-10-million/ Email reminders—they are the best. Example, action and time-based reminders that alert me if a prospect has not replied in x number of days.
- 24. Three metrics to always track blog.freshsales.io/pandadoc-growth-10-million/ 1. Opportunities booked. 2. Number of new leads. 3. Sales-accepted leads.
- 26. Freshsales is a sales CRM built to help you stop juggling between multiple tools. With Freshsales CRM, your team can now use AI-based lead scoring, built-in phone, email, activity capture, and more. The Secret Sauce to Sales series Bringing you the to crush sales blog.freshsales.io/pandadoc-growth-10-million/