Have you ever wondered if you actually measure the right key performance indicators (sales KPIs) for your team? As sales leaders, we want to manage our teams around the activities that ultimately lead to sales. The magic metrics. In “The Sales KPI Report,” we analyzed 1,500 sales activities used by more than 100 sales teams...Read More
We all know that navigating enterprise sales isn’t easy. SaaStr Annual 2016 presented its “Whale Hunting: Negotiating, Handling and Closing” session to help. These three top experts offered enterprise selling advice to a theater full of SaaS founders and execs: Shep Maher, SVP Sales, Guidespark (@shepmaher) Andrea Austin, VP of Enterprise Sales, InsideView (@aaustin94965) Marc Jacobs, VP of Sales, Greenhouse (@marcjacobs1) In...Read More
You can’t scale if your sales roles aren’t specialized. That’s what Aaron Ross, author of Predictable Revenue, told the SaaStr Annual 2016 audience to launch Wednesday’s second tactical session: “How to Specialize Your Sales Team So You Can Actually Scale.” Then Aaron opened the discussion to include: Bridget Gleason, VP of Corporate Sales, Sumo Logic (@bridgetgleason) Don Otvos, VP...Read More
It’s day two at SaaStr Annual 2016, which means 5,000 SaaS leaders from 47 countries are gearing up for a second day of killer content and networking in San Francisco. Hundreds of those leaders packed into the event’s Tactical Theater for one early session on “How to Really Do Outbound Sales,” featuring these three experts: John Barrows,...Read More
As a new sales leader, time is your enemy. There’s a lot of pressure to close more business as fast as possible, and you don’t have a lot of time to get the job done right. So it’s important to not waste your time on things that don’t matter. But you know all this. So...Read More
“Illusion and Reality in Product Market Fit” was the first tactical session to hit SaaStr Annual 2016. And it brought a standing-room only crowd to the Nob Hill Masonic Center’s lower level. The audience of SaaS executives and founders stood three rows thick behind hundreds of chairs, to listen to these three experts for 30 minutes: Hiten Shah,...Read More
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