Dock’s Post

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.

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 ✌️

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.

How does Notion measure onboarding success? Alex Kracov asked Monica Perez, Head of CS at Notion, on the latest episode of Grow & Tell. Monica said their team used to rely on gut-feel for which milestones were important for their CS-led onboarding. They had theories on what actions drove retention — like people tagging each other in comments — but decided to run a regression analysis on which metrics and milestones led to the most renewals 12 months later. They uncovered seven key actions that need to happen in the first 90 days that almost guarantee a customer will renew or expand. Now, their whole onboarding process is built around guiding people to complete those actions. - For the full story on spinning up Notion’s Customer Success program from scratch, check out the latest episode of Grow & Tell on YouTube or wherever you listen to podcasts.