Dock

Dock’s revenue has grown 3x year-over-year. Here’s how we did it: 1) Expanded beyond sales to support the full customer journey Dock started as a sales tool, but we really started to gain traction as a platform to manage the full customer lifecycle. Today, customers use Dock from sales to onboarding to renewal. The ability to manage the full customer journey all in one place has been a game changer. 2) Invested into features that bigger companies want Dock’s initial average contract size was too small and we’ve made a deliberate effort to move up-market by focusing on building features that bigger companies care about. This includes a wide range of features like custom fields, automation, CRM bi-directional sync, roles & permissions, and custom dashboards. Dock is now highly customizable to fit an enterprise’s process. 3) Hired the right team Dock has added a number of folks on the GTM team who have helped Dock improve how to sell into bigger companies (👋 Joey) and how we make customers successful (👋 Madison). Big companies expect a certain level of service that we’re now able to provide. 4) Kept iterating on the small things We’re maniacally customer focused. I personally read every single support ticket and every piece of customer feedback in order to get a sense of what we need to improve. There are so many little things we’ve done to improve Dock and tons more improvements on the roadmap. We want to build a product that we’re proud of. 5) Increased pricing and gate kept premium features To increase our contract size, we’ve added a platform fee to our team-level packages. The platform fee allows Dock to capture the full value of our service even in circumstances where there’s a low user count. We’ve also built a system to hide premium features (CRM integration, custom domain, etc) in order to push customers to upgrade.  6) Added a proper content management system At the high end of the market, Dock competes with legacy sales enablement systems like Highspot and Seismic. Over the past year, we’ve built the core part of what these systems offer when it comes to CMS. 7) Refined how we approach product-led growth Our GTM motion is still heavily product-led, users can just sign up and start using Dock right from our website. But we make our real money by turning this product sign up into a traditional sales-led motion. 8) Started to invest in our brand We’re working to get the word out about Dock by investing in LinkedIn, community sponsorships and Grow & Tell podcast. We’re trying to build a brand that’s valuable to all GTM operators. But more importantly, we try to do what’s right in every customer interaction, as we believe these small moments are where a brand is truly built. -- I had a bunch more lessons, but i hit my LinkedIn limit. Will keep sharing learnings in future posts. Follow me to follow along the Dock journey :)

🚨 Hiring Alert 🚨 Dock is expanding, and we’re looking to add an Account Executive to our growing sales team as we enter the next exciting phase of hypergrowth! 🚀 This is a unique opportunity to join a fast-paced startup and shape the future of GTM teams. From creating powerful deal rooms to empowering sales enablement and marketing with better content delivery, and helping CS teams provide world-class onboarding and customer experiences, you’ll play a critical role in our growth. You'll work closely with our stellar sales team and me, our Head of Sales, to bring in new business and drive Dock forward :) What you’ll do: 🔑 Convert free users into loyal, paying customers 🎯 Prospect into top accounts, set meetings, and sell the value of Dock 🌱 Help revenue teams close more deals and streamline onboarding 💡 Leverage your skills to fuel our next stage of growth If you're passionate about sales, thrive in a startup, and want to make an impact, we'd love to hear from you! Apply here 👇 #hiring #sales #accountexecutive #hypergrowth #startup

What’s the secret to selling to the mid-market? Chris Michelmore, mid-market sales leader at Zoom, told Alex Kracov it’s about understanding where the company is in their company lifecycle. Earlier-stage companies, for example, don’t want to add any complexity. They don’t have IT teams. They outsource as much as possible. They don’t have the capacity to add more tools. Selling to those companies is less about proving your product is/isn’t a fit, and more about showing how you’ll make their lives easier. How will you make implementation easier? How you will support their product admins? Proving that you won’t test their bandwidth is the biggest hurdle to the sale. - 👉 For more sales lessons from Chris’s 9-year rise from SDR to Head of Mid-Market Acquisition at Zoom, check out the latest episode of Grow & Tell wherever you listen to podcasts.

Managing sales directors is a completely different beast than managing reps. Managing managers was a big jump for me when I became VP of Marketing at Lattice. You’re so many levels above the frontline people where the actual challenges are. On Grow & Tell, I asked Chris Michelmore, who’s moved all the way up the sales leadership ladder at Zoom, what he’s learned from leading other sales leaders. He had great advice: 1. Don’t get pulled too far from the day-to-day. Leading other leaders, you’re not pulled into as many sales calls anymore, but you have to find a way to keep your ear to the ground. Make it obvious to your team that you’re never too busy to talk or get looped into a deal. 2. Be more forward-looking. You can impact change at a greater scale, but coaching through managers won’t have the same overnight impact as coaching reps directly. Plan 6-12 months in advance for change to get adopted. 3. Manage to the numbers, but don’t lead through them. The numbers have to be your best friend. You have to foresee risk and button down your forecasting. But those numbers are for *you* — you can’t lead your team with numbers. Instead, leaders have to say, “If we do this, this is what will happen.” - Chris and I had an awesome conversation about his rise from SDR all the way to Head of Mid-Market Sales at Zoom, so check it out Grow & Tell on your podcast feeds.

What's the secret to selling through a champion? Matt Green and Alex Kracov got into it on Grow & Tell 👇 Matt, who co-founded Sales Assembly's sales skills training program, says reps need to master two key skills: 1. Value articulation Specifically, how to articulate value for two different audiences: your champion and your champion's boss. 2. Business writing Every CFO only wants to read 1-2 pages max when making a business decision. It's a seller's job to write a compelling, concise business case with their champion. And here's a bonus tip #3 from our Head of Sales, Joey Wright: 3. Master the calls between the calls with your champion Between your standard major intro and demo calls, sync up with your champion on short little prep calls to ask the difficult questions and align on what the buying team really cares about. That's where deals are won or lost ✌️

The selling environment has changed. Every deal takes longer and requires increased budget scrutiny. Buyers expect more from sellers. Buyers want a personalized sales experience. Buyers want to work with consultative sellers Buyers need help conducting research on your solutions (and the market) Buyers want to try before they buy. Buyers need a business case to get deals done. The shift in buyer behavior has led to the sales deal room category exploding. Sales deal rooms like Dock are at the top of Gartner’s hype cycle. The reason why 👉 everything buyer’s want aligns with sales deal rooms. 1) Premium & consistent buyer experience 2) Personalized to the buyer’s needs 3) Business cases that can be shared with leadership 4) Product information to help with buyer’s research 5) One place for constant interactions (no more searching through email) 6) Easy link to share with key stakeholders 7) No re-explaining information - it’s all in the deal room Deal rooms also give sellers superpowers by shortening your sales follow up time and giving sellers mid/bottom funnel signals to understand whether the buying team is actually engaged and not just wasting your time. The best part 👉 the better buyer experience leads to higher close rates. One of Dock’s customer increased closed rates by 33%. Watch the video below to get a sense of how Dock’s sales deal rooms work. Then head over to our website to sign up for a free account. DM if you have any questions 

The two biggest skill gaps right now on sales teams according to Matt Green: Selling through champions and in-person selling. I had Matt on Grow & Tell this week to talk about building Sales Assembly — a sales skills training membership for the biggest tech companies. Matt has his ear to the ground with revenue leaders, so I was curious about what he sees as the most in-demand skills right now. Matt said: 1. Selling through champions: Great sellers can tell two stories at once. They can speak to the needs and pain points of their buyer champion - but also to the larger business case that the economic buyer cares about. 2. In-person selling A lot of AEs and CSMs that started their careers post-2018 have never sold in person. They're great remote sellers, but there’s real anxiety around their employers ask them to go on-site to client offices. Sellers with both of those skills have a big leg up right now. - There was so much other great stuff in our conversation, so check out the full Grow & Tell episode on Apple or Spotify.

New in Dock: The Project widget 📋 Connect multiple checklists from a workplace into one consolidated checklist with Projects. This makes it easier for both your team and your clients to understand all the outstanding tasks during sales, onboarding, or a project. For example, you can split an onboarding plan into three phases and checklists (so as to not overwhelm your client), but also tie the tasks together into one summarized and synced list. The new Project widget also lets you and your clients: - Filter tasks by status and assignees - See project start and end dates - Track the percentage of tasks completed The end result for your client is always understanding what’s next for them. Dock is free to try at 👉 dock dot us

New in Dock: Asana, Jira, ClickUp, and Linear task integrations ✅ Our new task management integrations let you sync tasks from ClickUp, Asana, Linear, and Jira with Dock checklists. When you add a task in Dock, you’ll have the choice of importing an existing task from your PM tool of choice and keeping the due date, assignee, comments, and more synced. This makes it easy to maintain an internal-only task list in your PM tool, while pushing select tasks to your client’s Dock workspace. Your client can easily follow along with tasks during your onboarding/implementation process, and you only have to update tasks in one place.

I'm a hosting a webinar on Wednesday talking about content management for revenue teams. Here's what's on the agenda: - Best practices for sales & marketing content collaboration - How to structure your content library - Where Dock fits into your tech stack - How to think about content across your customer lifecycle - What makes Dock different from traditional sales enablement platforms - How to know if your content is making an impact - How deal rooms help refine your content strategy I'll also save time at the end for Q&A. Sign up here to watch live or get the recording: https://lnkd.in/dpV9g26k See you there!