According to Forrester research, almost 75% of B2B Buyers prefer buying online over buying through a salesperson. So it’s no wonder that companies with traditional sales-led models are scurrying to enter into the Product-Led universe in any capacity. However, as anyone familiar with PLG knows–– it’s challenging to retrofit the product-led experience onto a sales-led […]
Sales
Sales-Driven SaaS Marketing Maturity Report Card
Sales-driven SaaS marketing maturity is critical to revenue growth. I’ve been in SaaS marketing since 2007 when we launched our first platform. As CMO, I’ve built capital efficient sales-driven marketing programs that delivered qualified leads to meet or exceed revenue growth goals. The path to that predictable performance was built on a foundation of principles […]
SaaS Sales Organization Maturity Report Card
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 […]
SaaS Sales Efficiency Calculator
I am so excited to launch the SaaSX SaaS Sales Efficiency Calculator today! Sales efficiency is a lesser-known metric that is rarely discussed in popular SaaS communities but almost always evaluated in the financial and investment markets. It’s the metric everyone knows is important, but no one talks about. I view it as a leading […]
Video: Want Your Sales Team to Sell More? Hire and Train for Curiosity.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. Here’s how to help your team be more curious.
Video: Interview Sales Reps the Way Your Buyers Buy
Married2Growth’s Anna Talerico explains why you must interview your sales rep candidates the same way your buyers buy.
Video: The Difference Between a Sales Pipeline Review and an Opportunity Huddle (and why you need both)
Many sales leaders consider Pipeline Reviews and Opportunity Huddles to be synonymous. These two terms are often used interchangeably to describe one-on-one meetings managers have with their reps. But these are two different, and equally important, meetings.
Video: When Your Team’s Sales Pipeline is Stuck, Do This
Transcript: Hi guys! I’m Anna Talerico, with Married2Growth and here is a quick summary of what I do when an entire team’s pipeline is stuck. I’m not talking about when one rep has a stuck pipeline, I am talking about those dreadful times where it seems like a pandemic has swept the entire team and […]
Video: How Sales Can Impact SaaS Customer Retention
Without a clear definition of what types of customers and contracts are most likely to be retained, it’s hard to avoid the wrong ones. Sales leadership needs to document, and educate the sales team constantly on these four things.
