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
Get this: Only 33 percent of sales professionals attain individual quota, and 23 percent of companies surveyed don’t even know if their sales force achieves quota or not. Crazy, right? The world of modern sales has a lot of changing parts. While you can’t control what happens with the modern buyer and seller, it’s your...Read More
This piece is part of our series on sales development, by sales development reps. You identify the perfect prospect to go after in an optimal account for your company. You manage to obtain their direct phone number to reach them. You excitedly dial. Disappointment sinks in when you hear the all-too-familiar automated attendant say that...Read More
I think everyone, no matter their background, has heard an inspirational quote around the importance of keeping a good attitude. Initially, it sounds like a simple task. But at times — like the end of a down month — can be extremely difficult for both you and your sales team. I played sports growing up,...Read More
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