In sales, speed matters. Everyone wants to sell faster. The faster you sell, the more deals you can close. Pretty simple, right? Maybe not. The destination is clear. The trick is getting there. As a sales leader, this means you must coach your reps on how to sell with velocity. The importance of speed at...Read More
This piece is part of our series on sales development, by sales development reps. SUBJECT: Chips, Broncos and … Beer? Step 1: Acceptance The biggest obstacle as an inside sales development rep is being accepted, plain and simple. And no, I’m not referring to being accepted for who you are as a person. This isn’t...Read More
Many of you rely on sales contests. Healthy competition — along with the recognition and coaching that come with it — can definitely change behavior on its own. But adding a little extra incentive on top of sales contests (i.e., prizes) keeps things fresh and can even boost motivation. When it comes to choosing that...Read More
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
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