Big Victories

Small Wins Drive Big Deals

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One of the biggest mistakes surrounding sales is the fixation on deal size. Rarely will a big six or seven figure deal just fall in your lap. Big deals are usually the result of months or even years of work and a culmination of many smaller deals. Instead of being fixated on deal size, look at…

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Startups - up and to the right t-shirt

Annual Billing is Awesome for SaaS Startups

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Subscription plans with monthly billing are the lifeblood of most SaaS startups. They make it easier to convert leads and trial users into paying customers while delivering a predictable amount of monthly recurring revenue to help grow your startup. However, it can be hard in the beginning to get monthly recurring revenue up to a…

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Money Roll

Selling on the Value

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Anyone who has been in sales has run into the situation where a prospective customer balks at the price or quote presented. A lot of time this leads to attempts to defend and justify the price. Not only does this not work very well, it is also likely to come off as a series of…

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God Painting

CRM Worship

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Let’s be honest: most salespeople don’t use their CRM properly. They ignore it. They neglect it. Most salespeople only turn to their CRM in the last hours of attempting to squeeze out quota or when their sales manager harps on them to get things updated. If you’re in sales, your CRM should be your best…

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Skyscraper Construction

Minimum Viable Campaign

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  The key to successful marketing and sales campaigns is embracing a more agile approach. This means shifting away from the old-school, waterfall-style marketing that maps everything out, builds a detailed multi-step plan (with no real data), and wastes weeks on implementation. Keep it simple, start small, launch fast, and focus on short cycles of learning…

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Targeting Strategy Alignment

Creating Sales & Marketing Alignment with a Targeting Strategy

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Marketing and sales teams should be working together to achieve the common goal of driving customer acquisition. One component that requires collaboration between the two teams is in targeting. Targeting specific segments in your marketing and sales efforts leads to better performance and more deals closed. This requires ongoing collaboration between marketing and sales. Having…

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Outbound vs Inbound

Outbound vs Inbound: The Wrong Battle for B2B Sales

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Many companies battle between generating qualified sales leads through outbound or inbound marketing efforts. The two philosophies contrast different methods companies can take to build a sales pipeline that is sustainable, scalable, and valuable. While the choice will vary based on the industry and product/service your company sells, both should be aligned around the common…

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SDR Onboarding

SDR Onboarding Insights for Crushing Quota

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Building a great sales development team drives more leads and appointments for sales, helping exceed quota and drive predictable revenue growth. However, making that team a reality requires an effective onboarding process. An organized onboarding process is an important part of successfully growing your team of sales development reps (SDR) and quickly maximizing the value…

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B2b Sales Statistics

Eye-Opening Statistics Changing B2B Sales

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With B2B sales strategies, technologies, and best practices changing so rapidly, it’s important to find what makes your sales team successful. These 5 statistics present some valuable facts about B2B sales, and how you can begin improving your sales performance right now. 1. Sales Reps Only Spend 18% of Time Interacting with Potential Buyers (Accent)…

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