SaaStr

NOVEMBER 4, 2021

In simple terms, the “Rule of 40” states a healthy SaaS company’s a) revenue growth rate plus b) profit margin should exceed 40%. . In equation form, Revenue Growth % + Profit Margin % > 40%. ” Simultaneously, valuations for the highest growth SaaS platforms have grown disproportionately.

Drivers/motivators 105

Drivers/motivators Profit margin Non-Profits Inside sales 105

Search Engine Land

MAY 15, 2023

Sponsored by: Kim Davis, editorial director at MarTech and Chris Garza, regional vice president, field and inside sales at Dun & Bradstreet, discuss how the buyer’s journey has transformed significantly in recent years, forcing marketers/sellers to reach customers in new ways.

Inside sales 95

Inside sales Territory B2B Pipeline 95

APACSMA

DECEMBER 14, 2023

The ability to bounce back from setbacks is what sets successful sales professionals apart. Rather than letting rejection discourage you, view it as an opportunity for learning and growth. Cultivate Resourcefulness: Sales success requires resourcefulness in finding leads, generating interest, and closing deals.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Pointclear

MAY 5, 2017

Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. The host is Jim Obermayer.

Inside sales 45

Inside sales CRM Sales Growth 45

SaaStr

AUGUST 13, 2022

What’s Changed in Product-led Growth with Calendly CMO Patrick Moran. #19. From B[link] to $100M in ARR with Jason Cohen, Founder of WP Engine. #18. Parker Conrad & Sam Blond (Zenefits): Hyperscaling Inside Sales. #17. A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School. #2.

Cross-sell 82

Cross-sell Inside sales Growth Engineering 82

Score More Sales

JUNE 25, 2014

If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Growth 86

Growth Construction Sales Inside sales 86

SaaStr

JUNE 12, 2022

SaaStr 562: How Marketing Can Be Your Secret Sauce to Fundraising and Growth with Bandwidth CMO Noreen Allen. SaaStr 559: Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. Product-Led Growth: Panacea or Boondoggle? Top Podcasts This Week: 1. Top Videos This Week: 1.

Product 68

Product Inside sales Growth Engineering 68

SaaStr

JANUARY 29, 2021

Because SaaS requires so many functions beyond engineering, especially if it’s sales-driven … outbound, SDRs, inbound, field sales, marketing, customer success, support, more complex product management, etc. What will it look like, if it’s a sales-driven model? Talkdesk inside sales team at $10m ARR.

Cross-sell 138

Cross-sell Quota Engineering Finance 138

Veloxy

FEBRUARY 22, 2022

I’ve worked in the field for several years, and I’ve seen my share of shifts in sales engagement and customer preference that generated endless conundrums like the ones above. And if you need help finding topics to write about, reverse engineer the process by reviewing the most popular pain points of your customers.

Sell 231

Sell Niche Referrals Sales 231

Sales Hacker

JANUARY 14, 2019

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Subscribe to the Sales Hacker Podcast.

Inside sales 54

Inside sales Sales Quota Territory 54

SaaStr

NOVEMBER 21, 2020

Sales, Marketing, Product, Engineering, Success, Support. And it needs to happen in one sales cycle, or one product cycle, or one quarter, etc. That’s a failure. For sales, it’s increasing revenue growth in one sales cycle — or less. And that VP of Sales that is great at inside sales?

Engineering 141

Engineering Pipeline Inside sales Growth 141

Veloxy

DECEMBER 28, 2021

Sales Managers are constantly under pressure to hit BIG numbers. While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Sales managers are paying close attention. Best for Call Tracking: CallRail.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

SaaStr

FEBRUARY 8, 2020

A snapshot of 60 of them you can meet at Annual: Jully Kim, Zendesk , Director of Engineering Programs. Simon Gong, Box , Director of Engineering. Mary Nicknish, Quizlet, Sr Engineering Manager. Michael Galloway, Netflix , Senior Engineering Manager. Vincent Mo, Google, Senior Engineering Manager. Rana Mumtaz, Fmr.

Engineering 83

Engineering Inside sales Growth B2B 83

SaaStr

DECEMBER 15, 2021

7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. All times are in Pacific Time. 7:00-8:00 AM PT.

Inside sales 90

Inside sales Growth Engineering Start-ups 90

Veloxy

JULY 19, 2023

Regularly review & update your plan to ensure maximum success and growth in your organization’s sales efforts! Master Key Sales Territory Management Principles Sales territory management is an important tool to help outside sales reps be effective and successful.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

Sales Hacker

OCTOBER 8, 2018

At Snowflake, he was the first rep and single-handedly built the outbound-engine on the way to scaling the business from pre-revenue all the way past $150M+ in ARR. Chris walks us through his habits, his principles, and his system for enterprise sales. Staffing a team of field sales, inside sales, and sales engineers in lockstep.

Growth 65

Growth Territory Inside sales Sales 65

Sales Hacker

NOVEMBER 10, 2020

The key inflection moments along a journey of growth [14:25]. It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens. If RFPs are slowing down your sales team, you need to check out Loopio. Sam’s Corner [35:50].

Growth 75

Growth Finance Start-ups Drivers/motivators 75

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Leadership.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. She was recognized as a leading sales mentor by Women in Sales North America.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Hubspot

APRIL 5, 2023

Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Outside sales representative positions include some travel time to meet with buyers and pitch products.

Cold Call 82

Cold Call Commission Inside sales Territory 82

Hubspot

JUNE 8, 2021

Inside Sales Rep. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Sales Engineer.

Commission 76

Commission Territory Finance Inside sales 76

A Sales Guy

OCTOBER 24, 2018

When sales are down there are only 4 levers leadership can pull to improve sales. Knowing what these levers are and how the organization is faring in each of them can be the difference between further decline or growth. The pressure to perform in sales is huge and when performance is down the pressure is ratcheted up.

Inside sales 156

Inside sales Construction Sales Outside Sales 156

Hubspot

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? It’s all sales.

Outside Sales 92

Outside Sales Inside sales Quota Sales 92

SaaStr

JUNE 9, 2021

What I knew of HackerRank: a good startup that didn’t yet have great sales execution. About 6 months ago Vivek asked me to come in to HackerRank (I was consulting a couple days a week) fulltime to be interim VP of Sales. The mandate: Put HackerRank on a growth trajectory that rivalled the fastest growing SaaS companies in the world.

Territory 108

Territory Sales Growth Inside sales 108

Outreach

SEPTEMBER 19, 2019

The stats behind Account-Based Sales (ABS) explain the growing buzz. More importantly, the same remarkable results seem to occur across revenue teams who opt to re-engineer their culture into one that promotes ABS. Take the sales team at Cloudera , for example. Clearly, Account-Based Sales has a lot to offer.

Inside sales 71

Inside sales Sales Pipeline Strategize 71

Highspot

SEPTEMBER 10, 2020

Your employees — especially those early in their career — are hungry for growth. Through a formal sales development program, you can not only strengthen your talent pipeline, but also empower the next generation of leaders and secure sales success at scale. Talent can be homegrown. Encourage cross-functional learning.

Pipeline 69

Pipeline Drivers/motivators Negotiate Sales 69

PandaDoc

SEPTEMBER 2, 2020

CustomerCentric Selling Sales Training Blog. CustomerCentric Selling® (CCS®) Sales Training Blog is a global leader in sales training, using a proven, buyer-oriented methodology for predictably improving revenue growth and sales performance. What to check out: 4 Action Steps For Remote Sales Onboarding.

Sales 98

Sales Technique Non-Profits Cold Call 98

Hubspot

MAY 7, 2020

Because the data is sourced from HubSpot's customer base, it reflects benchmarks for companies that have invested in an online presence and use inbound as a key part of their growth strategy. Contact growth is also down 14% across all portals last week. This can be compared to NORTHAM with a 10% growth, LATAM with 5%, and APAC with 4%.

Territory 94

Territory Construction Entertainment Inside sales 94

Lead Fuze

AUGUST 5, 2021

How to Empower Your Sales Team to Have Meaningful Conversations. Blogger Blurb: Greg Alexander Leads the firm’s focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment. LinkedIn Sales Blog. Sales Engine.

Negotiate 98

Negotiate Sales Retail B2B 98

Hubspot

APRIL 30, 2020

Because the data is sourced from HubSpot's customer base, it reflects benchmarks for companies that have invested in an online presence and use inbound as a key part of their growth strategy. Last week, sales teams created 8% more deals than the week of April 13. Transition from outside sales to inside sales.

Territory 101

Territory Inside sales Sales Outside Sales 101

A Sales Guy

OCTOBER 31, 2013

When sales are down there are only 4 levers leadership can pull to improve sales. Knowing what these levers are and how the organization is faring in each of them can be the difference between further decline or growth. The pressure to perform in sales is huge and when performance is down the pressure is ratcheted up.

Inside sales 114

Inside sales Growth Construction Sales 114

Heinz Marketing

OCTOBER 25, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. That means it’s for no one and it does nothing. Matt: I love all that.

Pipeline 116

Pipeline Growth Sales X-functional 116

Score More Sales

SEPTEMBER 30, 2014

In addition to collaboration, by using the cloud there is a lot of flexibility for expansion and growth. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities.

Product 99

Product Real Estate Inside sales Represent 99

SalesLoft

MARCH 6, 2018

Building Your Prospecting Engine. This session was standing room only – no really, dozens of extra chairs had to be brought in for attendees who showed up to hear John Barrows share his best advice for building a prospecting engine. Blueprints for Running Inside Sales Organizations.

Inside sales 52

Inside sales Technique Entertainment Engineering 52

SaaStr

NOVEMBER 4, 2019

Todd’s roots as Head of Engineering for Salesforce, growing a team of 15 to over 250 to his current role as Co-Found and CEO of Okta, a publicly-traded cloud has provider, has been paved with learnings. These circumstances easily suggested it wasn’t the right time to chase my dream of becoming an entrepreneur.”

Finance 42

Finance Pipeline Inside sales Growth 42

Sales Hacker

SEPTEMBER 5, 2018

The company’s training solutions aim to transform sellers into sales professionals who can orchestrate the desired outcomes for both buyers and vendors. Among other offerings, there are robust training programs for inside sales, field sales, telesales, and sales coaching for managers. Excellence in Inside Sales.

Negotiate 83

Negotiate Consult B2B Clients 83

Score More Sales

AUGUST 26, 2014

What are the factors that plague or slow their growth, if anything? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. What are they most likely thinking about in their daily grind?

B2B 92

B2B B2C Education Inside sales 92