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 prospecting for sales as suggested by outbound prospecting expert Jeff Winters, CEO at Sapper Consulting….
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…
5 Key Aspects of Successful B2B SaaS Companies
Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market). But there is more to the best of SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams including Veeam and Acronis: Exceptional Customer Experience…
Podcast Questions for Great Business Insights & Conversations
We listen to a number of great podcasts. Over time, we have put together a couple of podcast questions we find interesting to ask guests: What is your superpower(s) / your expertise? What 1-3 pieces of advice can you share that you know a lot about and can…
Top Signs That You Must Troubleshoot Your Sales Strategy
Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” sales rather than Customer Success and existing business renewals or upsells & cross-sells…
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…
The SaaS Sales Scaling Formula
A couple of years ago I presented at the annual Inside Sales – Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). What I used to call the The Magic Sales Formula is the “SaaS Sales Formula”: Here are my notes on the…
CRO Performance Metrics
I get asked frequently how a B2B SaaS company should compensate a new CRO. Here is a basic set of KPIs for a CRO that can get you started: CRO’s Performance Metrics New Business (New Logo) Sales Results Bookings Quota Attainment Pipeline KPIs Expansion Sales (Account Management) &…
Creating a 3-Page Strategic Plan
For some companies, it may be better to start with a very basic “1-Page Summary of the Strategic Plan” which is very over-simplified but can be easily and quickly reviewed by anyone in the organization. However, for a more substantive plan (yet not over-complicated), you may want to…
How to Develop a Sales Strategy – an Operating Plan for Your Sales Team
In a prior article, I wrote about what companies should include in a Strategic Plan which focuses on the Corporate Strategy. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft…