Fueling PLG with G.A.S. (Growth Accelerated by Sales)

Some of the most successful B2B SaaS companies had growth driven initially via PLG (Product-led growth) which is about their GTM (go-to-market strategy) and customer acquisition driven primarily by the value of the SaaS product. “PLG” was coined by OpenView Partners to define how companies grew their customer…

Differentiation via Your Sales Team’s Selling Approach

Recently we have been helping a client whose CEO and CRO were looking to scale their “new logo” sales faster but were concerned about about a particular problem that their product differentiation is as not strong against the competition. One of the key insights in such a situation…

How Our Reps Do Their Quarterly Sales Review

Each of our inside sales reps at InsightSquared is a “mini-CEO,” as my friend Aaron Ross calls them. This is because they analyze all their own business by themselves. They fully own not only their quota number, but all of their sales performance analysis as well. I’ve noticed many…

Five 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 prospecting for sales as suggested by outbound prospecting expert Jeff Winters, CEO at Sapper Consulting….

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…

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…