Win Competitive Deals Through Excellent Support - Areya Dargahi, Director of Mid-Market Sales at Gainsight

Areya Dargahi leads mid-market sales at Gainsight, a Series E SaaS company that helps businesses drive efficient growth by unifying the post-sales customer journey. Areya has built out their mid-market sales team from scratch, and now his team is bringing just shy of $10 million ARR.

Gainsight started off as an enterprise-only solution and then moved down to target SMB and mid-market clients. They saw that smaller companies had outgrown the tools available to them and realized there’s a huge opportunity to expand.

Although from a product perspective there weren’t many strong competitors that rivaled Gainsight, their downmarket motion still required quite a bit of competitive intel and strategy to ensure that Gainsight wins those competitive deals.ls. What really helped them was setting up a slack channel where the whole team monitors their competitors and shares their insights - whether they are positioning changes, new content releases or notes from going head to head on a deal.

Areya is a huge proponent of quick response times during the sales process. While features do matter, for upmarket deals there’s always a possibility that a feature gets custom built for that client, but in order to build enough mutual trust for such a big, two-sided commitment, something as simple as quick response times can work wonders when putting prospects at ease during the sales process.

Tune into the full episode to learn why you should improve your sales process by taking a customer success approach!

HIGHLIGHTS: 

0:00 Intro 

2:44 Getting to Sales and Customer Success alignment
3:57 Moving from Enterprise to Mid-Market/SMB
5:13 Building Gainsights competitive intelligence 
7:40 The importance of quick response times
11:01 Relationship vs Outcome selling
12:53 Winning the deal is only half of the battle
17:54 Account Executives need product expertise
22:31 How to approach teaching AE’s product

Connect with Areya - https://www.linkedin.com/in/areyad/

Connect with Max - https://www.linkedin.com/in/max-greenwald/

Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

What is B2B Revenue Rebels?

Welcome to Season 3 of the Revenue Rebels podcast, hosted by Alan Zhao and Max Greenwald, Co-Founders of Warmly,

This season is all about mid-market sales & how to enable your team to sell into bigger accounts.

In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, warm calling, customer-led sales, as well as various sales leadership topics.

On the show you can expect appearances from real practitioners, niche experts and proven thought leaders.

Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage.

We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue is moving towards.

For more content, check out our YouTube page and LinkedIn newsletter!