If your company doesn’t have a clear and strategic Mission Statement, you have an identity crisis on your hands. Without these statements, your business doesn’t have a clear direction or core values to help guide it into the future. It may seem like some marketing exercise, but in…
Big Shift in SaaS Sales
Managing Sales in SaaS Today is Far More Challenging Than 10 Years Ago A good sales force is a force and a force multiplier. If you build a world-class sales force and a sales function at your company then it can be a key to your competitive advantage,…
Driving Sales Team Effectiveness: Unique Value Proposition & Elevator Pitch
A key initial and step in driving or improving your sales team’s effectiveness is ensuring all the tools are sharp in the selling toolbox. Start this process by ensuring you have a strong Unique Value Proposition (UVP) and a clear and concise Elevator Pitch that your sales team can…
The “SDR : AE Ratio” is a Wrong Way to Think About Structuring the Sales Org
I frequently hear this question – how many Sales Development Reps (SDRs) you need for each closing rep. “What is the ideal “Outbound SDR to AE Ratio?” – in other words, how many SDRs should you have for each Closer? In fact, I get this question from other…
3 Most Important Things in Sales
There are 3 most important things in sales and sales management: People Pipeline Process Why? People – if you hire A-level people and develop them to execute at a high level then you get top 10% outcome. Pipeline – with growing pipeline you will increase your revenue and…