It’s important for founders, or early stage employees who are leading the sales team, to focus on the most essential aspects of the role. Here’s a quick summary.
Sales
Video: Put Your Team in a Bubble for Better Sales Results
Want better sales results? You need to put your sales team in a bubble and let them focus on the essentials. Here’s how.
Real SaaS Sales Problems, And What To Do About Them
Let me start by saying that I LOVE SaaS. I love using SaaS. I love helping SaaS companies. I love running my own SaaS company. And I really, really love building SaaS sales teams. It’s an exciting time to be in SaaS, and opportunity is everywhere. But there are also a lot of uniquely modern […]
Video: One Way to Reduce SaaS Customer Churn? Manage Buyer Expectations.
Too often salespeople glaze over important concepts during the sales process that leads to missed expectations during SaaS onboarding and product adoption. Managing buyer expectations can be the first key to increasing SaaS customer churn.
Data-Driven SaaS Sales & Marketing Alignment
Yesterday, Anna and I presented Data That Supports True Sales & Marketing Alignment at the Nashville Analytics Summit. Our session identified and contextualized the data we’ve used to unite SaaS sales & marketing to ultimately drive capital-efficient, predictable growth. Being married SaaS co-founders, one responsible for sales and the other for marketing makes us uniquely […]
What Collateral and Content Do You Need To Sell Enterprise SaaS?
The theme of my conversations recently seems to be SMB SaaS moving to sell into the enterprise. One question that comes up when planning a move like that is what type of collateral and content is needed to sell to enterprise accounts. I am always pleasantly surprised by the forethought the question demonstrates. While it can seem […]
Video: 15 Questions to Score Your Sales Organization
Here’s a quick set of 15 questions to ask yourself to get an idea of the strengths and weaknesses of your sales organization.
Do Your Sales and Marketing Teams Need Couples Therapy?
When I headed up sales for my previous company, ion interactive, you could say I was pretty close to the marketing department, since my husband was our CMO. There were many benefits to having sales and marketing so, ahem, close. When both are connected by wedding rings, one hand always knows what the other hand […]
Video: Can Sales Leaders Expect Their Reps To Be “Always On”?
Salespeople need to be willing to be available for their prospects, 24/7. Time kills deals. And responsiveness wins deals.
What Enterprise SaaS Customers Want
Some SaaS companies start by selling to the SMB market and evolve to sell to the enterprise at some point. Often this move is a planned strategy. And other times, it’s more accidental. Enterprise customers actually lead you there. You’re targeting small and mid-sized businesses and suddenly you notice that you have some Fortune 1,000 […]
