Iannarino

JULY 31, 2021

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major outcomes, the better your results. Your goals and measurements should be based on these two outcomes. The idea of the OKR (Objective and Key Results) comes from Andy Grove, the CEO of Intel in the early seventies. Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients.

Objectives and Key Results 344

Objectives and Key Results Contract Sales Clients 344

G2

JULY 31, 2021

If your organization wants to promote global growth, you must be able to communicate effectively with your customers and stakeholders no matter what language they speak.

Promote 126

Promote Growth Customers 126

SaaStr

JULY 31, 2021

The time comes for every growing SaaS company when you need to hire your first managers. Not VPs, but Directors and managers under them. Some rough rules: You need one Sales Director for each 8 sales reps. Your VP can’t directly manage more than 8. You need one SDR Director for each 10 SDRs. Each 10 SDRs, even 8 ideally, need a manager. You need one Director of Eng or team leader for each 8 engineers.

Promote 114

Promote Engineering Product Sales 114

G2

JULY 31, 2021

As businesses increasingly focus on managing costs, finding the right vendors has become a top priority for procurement teams.

Strategize 119

Strategize 119

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Follow-up

SaaStr

JULY 31, 2021

I haven’t failed yet, but boy every time, I’ve come close. Let me make a list of the “little things” I let go, but that I shouldn’t have, that almost killed me/us: Setting a little too insane of a goal. Crazy goals are good, but I wonder about insane. At Adobe Sign / EchoSign, I said we’d do $2m ARR by the end of Year 1. We ended up at $200k in ARR.

Launch 113

Launch Niche Start-ups Strategize 113

G2

JULY 31, 2021

A decade or two back, people would have laughed if someone would have mentioned shopping from home.

E-commerce 132

E-commerce Sales 132