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HandbookSalesRole of sales

What is the role of sales at SucuriLabs?

We believe great products and good human relationships go together. That’s how we want to grow SucuriLabs.

Our role goes beyond sending quotes and signing contracts. We help security and IT teams understand whether SucuriLabs can solve their email-threat investigation and response problems. We learn how they work, show them the product, and help them decide whether it’s a fit. If it isn’t, we say so.

Today, the founders handle outbound outreach, demos, and paid pilots. We keep conversations and next steps in TwentyCRM, and use what we learn to improve the product and the way we sell it.

Building our own playbook

It’s always nice to learn from others and tap into our past experiences.

But we’re not here to copy someone else’s sales process. We’re here to build one that works for the people we sell to.

We aren’t tied to previous definitions of what sales is – we get to define our own. Our sales principles should show up in every conversation, demo, and follow-up.

The vision for sales

Things we want to be great at:

  • Speed – respect people’s time, answer their questions, and do what we said we’d do.

  • Honesty – be clear about what the product can do, how we charge, and what we’re agreeing to in a paid pilot.

  • Product expertise – use SucuriLabs ourselves. Know how to work through an investigation, review the evidence, and explain the available response options. Otherwise, there’s no credibility.

Things we want to avoid:

  • Friction – remove unnecessary steps and get to the point. Ask for a call when it helps them, not just because we’d like another meeting.

  • Complexity – make pricing, pilot terms, and next steps easy to understand. Don’t hide important details in clauses people have to dig for.

  • Sales jargon – use plain language and be direct.

Keep on learning

We take what exists, test it in real conversations, and improve it. Keep the parts that work and change the parts that don’t.

Whatever our current state is, we want to challenge it and improve it.

Questions we ask ourselves:

  • Are our outreach conversations leading to useful demos? Cool, how can we make them better?

  • Is the ICP fit score helping us find the right companies? Okay, what are we learning from the people we actually speak to?

  • Are we recording what we learn in TwentyCRM? Nice, how can we share the useful patterns with the rest of the company?

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