Iannarino

MARCH 12, 2022

We rarely analyze how performance in sales leadership intersects with individual salespeople’s results. Instead, it's assumed that any group of salespeople will produce results that end in a Gaussian distribution (a Bell Curve), with a top 20% on the right, 60% of results in the middle, and the last 20% on the left, at the bottom of the curve.

Sales 280

Sales 280

Heinz Marketing

MARCH 12, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. The Incredible Benefits of Being Action-Oriented . Opportunities will disappear if action isn’t taken.

B2B 91

B2B Presentation Conversion Sales 91

SaaStr

MARCH 12, 2022

We’re continuing to gear up for the 2022 SaaStr Europa in Barcelona, June 7-8! Each week we’ll be adding more incredible speakers. This week, new speakers include: Andrey Khusid | CEO | Miro. Laura Urquizu | CEO | Red Points. Henry Schuck | CEO | ZoomInfo. Dave Kellogg | Principal | Dave Kellogg Consulting. Veronika Riederle | Co-Founder & CEO | Demodesk.

Consult 75

Consult 75

SalesBlog!

MARCH 12, 2022

If you’ve been in any kind of sales position, a business owner, and/or manager for any length of time you’ve most likely experienced sales burnout. I always know I’m “in a bad place” when after winning a deal it’s a pain to fill out the contract. One of my sales people tell me about a deal they won and while I show excitement I’m not. These should always be good things, right?

Contract 52

Contract Sales Drivers/motivators Contact 52

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Follow-up

SaaStr

MARCH 12, 2022

Dear SaaStr: When Is It Too Early to Hire a CRO or a COO? I used to think CROs and COOs were made up titles until “Late Stage” or so, and in startups, a bit of a sign of weakness. Signs a weak CEO was giving away a fancy title to someone that wasn’t really willing to do the work. I used to think there’s no way a SaaS startup needed a “CRO” or “COO” (or even “CMO”) or other C-level Officers Without a Clear, Single Functional Area to Own Until $40m-50m+ in ARR.

Growth 138

Growth Start-ups Closing Conversion 138