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.
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 […]
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 […]
Here’s a quick set of 15 questions to ask yourself to get an idea of the strengths and weaknesses of your sales organization.
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 […]
Salespeople need to be willing to be available for their prospects, 24/7. Time kills deals. And responsiveness wins deals.
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 […]
Managers need to know how to spot dead deals and coach reps to get them out of the pipeline so their time can be spent on deals that are more likely to close.
How long founders stay involved in sales depends on comapny stage, apptitude, skill, drive and results.
I am super excited to launch the SaaS Sales Maturity Report Card today! This Sales Organization Maturity Report Card includes 15 questions that help reveal the strengths and weaknesses of a sales leader and their organization. Don’t let the number 15 fool you—the questions are really quick and easy to answer, so no hard work […]