First Steps to Begin Prospecting for Sales Meetings

Every company wants to book more sales meetings. Before you have your SDRs get on the phone or email (or before they start using SalesLoft or Outreach), make sure you do the following as suggested by outbound prospecting expert Jeff Winters, CEO at Sapper Consulting. Here are 5

12 Lead Generation Strategies for 2021 (for B2B SaaS)

HubSpot’s recent “Marketing Research – 2020” states that 61% of marketers rank lead generation as their top challenge. Yes, Lead Generation is a problem for nearly 2/3 of all marketers in B2B. There are many tried and true tactics but fewer are working going into 2021 because many

How We Will Audit and Assess Your Overall Sales Capability

Assessing Your Sales Force Strength to Identify Upside for Growth If you need to assess your overall B2B Sales & Revenue Growth capability and strength, below are the key and high-level areas that I recommend to audit.  This doesn’t mean that you must do a deep dive into

CRO Performance Metrics

  CRO’s Performance Metrics Sales results Bookings Quota Attainment Pipeline KPIs Overall revenue results Overall revenue growth Customer Retention Lead Generation Contribution to Pipeline & Revenue Unit Economics LTV:CAC improved over time Payback Period improved over time Revenue team alignment  

Use “Sales Systems” to Systematize & Operationalize Your Sales

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several

Creating a Culture of Accountability in Sales

As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability?  “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing