Mark Treacy on LinkedIn: There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) (2024)

Mark Treacy

Head of Key Account Sales @ Miro

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It’s an exciting time to join Miro.Our CRO Sangeeta Chakraborty was interviewed by Mark Roberge on this week’s episode of "The Science of Scaling". One of the topics discussed: How Miro is combining best in class PLG practices with ‘traditional’ Enterprise SaaS sales motions to power the company's next phase of growth.It’s well worth a listen.If you’re interested in joining us on the journey and have deep expertise in value based selling, check out the "Key Accounts" job posting in the comments. The Key Accounts team helps Miro’s largest customers increase employee productivity, accelerate time to market, and drive customer centric innovation.We’re currently hiring for several AE roles.#sales #talent #hiring #enterprisesales

There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) https://spotify.com

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Mark Treacy

Head of Key Account Sales @ Miro

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Anh Nguyen

Helping founders build a Minimum Viable Product in 90 days | Providing 4+yoe developers to scale up your team | Optimize every hour and dollar for the fastest Go To Market

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Fascinating insights on blending PLG with enterprise sales approach.

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    Some Sales Leadership related book recommendations from Q2:➡ "The Formula": The history of F1 is littered with stories of how focusing on details other teams took for granted (e.g., tires, pit stop strategy etc) allowed certain teams to gain a competitive edge.➡ "Coach the Person, Not the Problem": Combining Transactional Coaching (e.g., charting a path forward in a Deal Review) with Transformational Coaching (coaching that prompts self reflection and shifts in perspectives, beliefs, and behavior). ➡ "Execution": How to foster a culture and discipline of execution within a sales organization.➡ "Crucial Conversations": A ‘classic’, and book that is always worth a reread when navigating EoQ dynamics. How to use techniques like ‘Contrasting’ & ‘Creation of Shared Purpose’ to navigate difficult conversations. #salesleadership #coaching #talent #sales #leadership

    • Mark Treacy on LinkedIn: There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) (9)

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    Is this high performing AE ready to be a manager?This is a judgement call (an important one) sales leaders have to make fairly frequently.Some questions I’ve found helpful to think through when doing so:➡ How have they handled challenging setbacks?A leader is always ‘on the stage’ and sets the tone for their team. What have we seen to give us confidence they will effectively lead, show up for, and inspire a team when the going gets tough?➡ Have they shown they care about the development of others?Have they proactively identified opportunities to support the skills and career development of their peers (i.e., other AEs) and XF colleagues (e.g., BDRs and CS counterparts)?➡ How are they perceived by cross functional partners?Lone wolf, true team seller, somewhere in between? Have they shown they are likely to invest in building the XF relationships required to help their future team be successful.➡ Do they have solid operational rigor?e.g., good pipeline hygiene, detailed MEDDPICC notes, track record of forecast accuracy etc. Can we trust they can accurately forecast a larger piece of business? Will they run a tight ship and lead their team with the right level of organization and operational excellence?➡ How effectively will they coach?Can they articulate what has made them a successful seller and teach/coach it to others? This is one area where reps with a strong grounding and passion for specific methodologies e.g., MEDDPICC, Command of the Message can set themselves apart from other candidates.➡ Have they demonstrated a capacity for systems thinking?To what extent do they consider the impact their suggestions, ideas, decisions, will have on broader business, including other parts of the sales org, other internal teams, and customers?➡ How have they helped support and drive change?In what instances have they supported leadership’s efforts to drive specific initiatives and/or behavioral change with the field e.g., the roll out of a new sales or qualification methodology etc. i.e., have we seen signs they are adaptable, open to change, and capable of leading a team through it. #salesleadership #hiring #leadership #talent #career

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    By the end of Q2, Miro’s Key Accounts Sales Team will have more than doubled our Walk In Conversion Rate QoQ.4 things we’ve focused on to deliver these results: ➡ Customer Centric Deal Qualification: Slowing down in the early stages of the sales process to ensure every opportunity is anchored in solving a meaningful business problem for the buyer i.e., can we articulate the I of MEDDPICC and 3 Whys? This helps us qualify out early and often and ensure we don’t invest time in opportunities where a) Miro - as the premium/most sophisticated offering in the market - is not the best option for the buyer and/or b) we would be trying to solve a surface level customer pain.➡ Sales Process: Specifically, an increased focus on exit criteria e.g., consistently examining whether exit criteria have been met when opportunities move between stages, particularly between S0-S2. If they have not, we move the opportunity back a stage and discuss/coach on how we might be able to meet them in the next 1-2 customer engagements. Not skipping steps = stronger opportunities, fewer deals stalling between S2-S4, increased win rates and increased pipeline velocity.➡ Operational Rigor: As per Dave Kellogg’s forecasting best practices, engaging in thrice quarterly pipeline scrubs helps ensure we walk into each quarter with solid pipeline hygiene.➡ Cross Functional Partnership: Bringing Partners like Services, Solutions Consulting, Product, Value Advisory, Customer Success in earlier. This is helping identify and implicate business pain in customer conversations, communicate Miro’s business impact (e.g., ~70% reductions in bringing physical and digital products to market), and increase customer’s confidence in our long term product vision and ability to deliver value.Related… Miro is #10 in Forbes Cloud 100, growing, and the Key Accounts team is #hiring.If you’re interested in being part of the journey (and love MEDDPICC & CoM), feel free to dropme or Alex Mroz a DM.#hiring #talent #sales #salesprocess #meddpicc

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    Do you love transforming technical differentiators into required capabilities?Do you know the difference between a Champion and a Coach?Have you ever gotten puzzled looks when you start talking about your desired "Future State" in a non-work setting? (no, me either)Are you interested in helping the world's largest companies drive customer centric innovation and accelerate their time to market?We're hiring for several roles across Miro's Strategic Accounts team.Come join us.

    Strategic Account Executive - Remote US | Miro Careers miro.com

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    A commoncharacteristicof effective leaders:"Asking a lot of questions and through those questions making you realize, wait, I ought to have a better answerto that than what I just gave" In an interview full of great insight, this line stood out for me.It's how the best sales leaders operate in a variety of settings: deal reviews, forecast calls, coaching conversationsetc.They rarely tell their people what to do. They ask questions that provoke insight.If you lead or aspire to lead sellers, make time for the first 30 mins of this conversation.#sales #salesleadership #leadership

    Frank Blake - Leading By Example - [Invest Like the Best, EP.377] https://spotify.com

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    Should a seller present multiple investment options to a buyer?In my experience, yes.However, there's a customerand non-customer centric way to approach it.➡ The Non-Customer Centric Way: Creating multiple options but making one option 'the obvious choice' by designing the others to be significantly less attractive e.g., bundling a variety products/capabilities thebuyer doesn't really need into the highest price option, leaving a required capability out of the lower priced option etcIn other words, recommending some options that would either a) not deliver on the buyer's stated goals or b) have them pay for capabilities they don't need.Unfortunately, it's what many sellers are coached to do.It creates confusion and erodes trust.➡ The CustomerCentric Way: Include the requiredcapabilities for success across all options (i.e., there are no 'bad' options) but design Option B (& maybe C) to also include elements that either: 1) Accelerate the delivery of the buyer's desired business outcomes (e.g., Professional Services, additional SKUs, etc) or 2) Deliver additional or different business outcomes (where outcomes = increased revenue, reduced cost, & mitigation of risk).It's the right thing to do for the customer and a great way to differentiate yourself as a seller.#sales #salesleadership #salesenablement #softwaresales

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    Has your sales org/leadership provided you with a repeatable process for communicating value?If yes, it probably incorporates elements of your chosen sales methodology, aids the creation of customer centric, value based, proposals, and saves you hours of time when building decks. If not, you probably feel like you're recreating the wheel every time you build a customer facing proposal. e.g., copy pasting slides from multiple different decks into one.If you're in thesecond bucket, here's a 6-part proposal structure to try.➡ Our Current Understanding of Your Objectives- high level➡ Measurable Goals/KPIs Related to These Objectives (Metrics, Future State)➡ What is Getting/Will Get in Your Way of Achieving Them (Current State, Identify Pain)➡ The Capabilities (Technical Differentiators) & Type of Partner (Holistic Differentiators) You Need to Solve These Problems. (Required Capabilities, Decision Criteria)➡ Examples of Where We Have Solved These Problems For Others (Proof Points)➡ How We Propose To Solve Them for You (How We Do It, How We Do It Better)It a) anchors every proposal in customer value and b) blends elements of CoM & MEDDPICC to clearly articulate the '3 Whys': Why Do Anything, Why Now, Why Our Solution.#sales #salesleadership #salesenablement #salesproductivity #customervalue

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    Tactical things AEs can do to increase their Win Rates & Average Deal Size.➡ Slow Down: Particularly in the early stages of the sales process. Go deep in discoveryto identify and implicatepain. The biggerthe business problem you attach to, the larger the deal. ➡ Deal Qualification:Again, particularly crucial at early stages. Don't invest your time or cross functional resources in opportunities you a) can't win or b) are tied to surfacelevel customerpain. Qualify out early and often. ➡ SalesProcess Rigor: Don't skip stages. Meeting the exit criteria between stages, particularly if they're customerverifiable, will help you develop solid opportunities and not end up with a bunch of stalled S2-4 deals in the pipeline. ➡ Multi-Threading: Identify a Champion, build a Champion, and earn the right to engage the broader buying committee, including the EB.➡ Exec Alignment: FacilitateExec to Exec relationships and do it early.Many AEs leave it too late or don't do it at all. ➡ Cross Functional Partnership: e.g., Services, Solutions Consulting, Value Advisory, Customer Success. Bring them in early. They will help you identify and implicatebusiness pain, communicate business impact and increase the buyer's confidence in your ability to deliver value post sale. It will also help you multi-thread.➡ CreativeCommercials: Particularly key in the midst of increased budget scrutiny and tool consolidation. Creative commercials e.g., multi product bundling, multi year step ups, etc can help increase your size of a pie that isn't necessarily expanding. #sales #salesenablement #salesleadership

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  • Mark Treacy

    Head of Key Account Sales @ Miro

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    Podcast recommendation+ AI Klaxon +Miro Plug...Great interview overall but particularly liked this quote re AI from Airtable founder Howie Liu ➡ "What I really want are products that are not just AI as a feature. What I care more about is what I would call process transformation.WhatI care about is a company that's coming in and actually thinking about the actual job to be done, the business process, the use case and showing us how we can solve that problem rather than just give us a feature on top of their existing product, if that makes sense"Every SaaS company is touting new AI capabilities. ➡ From the perspective of a B2B buyer, some are adding what feellike nice to have features on top of an existing product.➡ Others are offering AI capabilities that help companies transform critical business processes and workflows e.g., Product Development. One of the reasons our customers and employees are so excited about 'Miro Assist' = it very clearly sits in the second category.#ai #transformation #innovation #productdevelopment #collaboration

    Howie Liu - Building Airtable - [Invest Like the Best, EP.375] https://spotify.com

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Mark Treacy on LinkedIn: There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) (43)

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Mark Treacy on LinkedIn: There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) (2024)
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