Today too many SaaS companies have fallen into a trap of designing their sales processes to optimize for their own sales and marketing teams rather than for their buyers. They approach buyers as just another transaction and focus on checking off a couple of checkboxes but this doesn’t match…
Sales Org Design: Sales Management – Scope of Control
I notice in many B2B SaaS companies there is a wrong organizational design starting with too many “player/coaching” issues which is function of what is known as a “Scope of Control“. Read on… and if this is feeling like it’s just academic or theoretical then I really recommend…
Top 3 Problems With Most Discovery Calls
From time to time I take sales calls to see how reps at other companies sell – it’s both to learn about something that interests me in SaaS and also to keep an eye on what others are doing (and to gauge how effectively others are executing the…
Sales Tech Stack of the Top VPs of Sales in SaaS
Previously I shared a big list of sales technologies – “Sales Tools to Scale More Efficiently – Sales Technology Stack 2019”. And here are the most common 2019 sales tech I’ve used and have seen my VP of Sales / CRO peers use effectively to increase productivity and…
4 Parts of a Highly Effective Outbound Sales Prospecting Email
Prospecting is critical to grow the sales pipeline. I thought to share what I typically share with sales teams about the framework for making cold outreach. Today prospects are too busy so outbound prospecting is harder than ever – Jill Konrath is well known for her writing about…
Sales Team Development: Key Selling Skills to Coach Your Reps
Here is a comprehensive list I’ve used to develop my sales teams: Prospecting Outbound Calling Skills Email Prospecting Inbound Lead Prospecting Capitalizing on peak selling time and knowing the peak times Understands key prospecting insights Prospecting into inbound leads Developing Multi-touch & Multi-channel prospecting cadence Effective LinkedIn…
Planning & Developing a Sales Strategy
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…
Sales Effectiveness & Growth Drivers
The sales function at any company is very complex. A successful sales organization is the result of many variegated factors which are directly affected and also indirectly influenced by the sales leaders of those organization (i.e. a EVP or VP of Sales or the CRO – the executive…
Consulting on Business Performance Through Sales & Marketing Improvements
We’re focused on improving your company’s overall business performance through sales and marketing improvements. This includes customer insights, sales strategy, GTM, operations and even technology enablement. Together, we will develop strategies and then implement them to help you grow your revenue and expand your market share efficiently and…
Summary – How to Audit Your Sales Capability & Strength
Our expertise is in problem-solving and troubleshooting your sales growth to identify the key growth levers and accelerate value-creation. We leverage years of experience combined with emerging best practices to deliver optimal performance to help you attain and outperform your sales targets. We also have had a broad…