SaaStr

MARCH 16, 2023

A rough structure from 1–25 sales reps: Early days: CEO acts as VP of Sales. Sometimes, a CEO enjoys outbound (or at least is decent at it) and hires 1-2 or more SDRs themself and directly manages them. CEO often struggles to manage so many directly, trains them poorly. VP of Sales hires next 5–10 reps herself.

Quota 116

Quota Sales Closing Customers 116

Heinz Marketing

JUNE 17, 2023

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. in sales and marketing. As a generative AI training model is exposed to more AI-generated data, it performs worse, producing more errors, leading to model collapse.

B2B 90

B2B Start-ups Closing Sales 90

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. with 2020 marking an average of 2 account executives for every 1 supporting SDR.

Quota 110

Quota Sales Pipeline Technology 110

Predictable Revenue

JANUARY 20, 2022

Stefanie Boyer discusses why roleplaying practice makes the best sales development reps, and how to incorporate improv exercises into your SDR training. The post Will Improv And Practice Make You a Top-Performing Sales Representative? appeared first on Predictable Revenue.

Represent 96

Represent Sales 96

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

SaaStr

FEBRUARY 13, 2024

How do you build out a Sales Development (SDR) function at your SaaS company? Sam Blond, Partner at Founders Fund and host of SaaStr’s CRO Confidential shares his advice for building an SDR function in 2024 based on his experience as CRO at Brex. First, they had six AEs before they started hiring any SDRs.

E-commerce 66

E-commerce Networking A/B testing GTM 66

SaaStr

JUNE 20, 2023

Dear SaaStr: What remarks have a salesperson said to you that lost them the sale? Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. Forcing me to talk to an SDR first. But a sales rep needs to do it the right way. A prospect’s time is always valuable.

Contract 79

Contract Legal Sales Price 79

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Sales Hacker

JULY 29, 2021

It’s hard to find a “better” example than in sales, where the annual turnover rate in the United States averages at 34%. Sales is one of those jobs where you sink or swim based on your efforts. All of that can lead to a lot of pressure and stress on sales teams. What is sales productivity? What causes sales burnout?

Product 109

Product Objectives and Key Results Drivers/motivators Sales 109

Partners in Excellence

NOVEMBER 22, 2021

Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords. Using them with other sales/marketing people immediately increases your credibility.

Pitch 143

Pitch Sales Presentation Gaming 143

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them.

Commission 89

Commission Quota Assembly Line Sales 89

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. Starting your journey from SDR to AE? There’s one major moment in my career graph I cherish: the transition from being an outbound SDR to an inbound AE. my mom asked me.

Territory 84

Territory Objectives and Key Results CRM Pitch 84

Sales Hacker

JUNE 17, 2021

When your SDRs are at optimal performance, it drives improvement throughout the sales process. The problem is most SDR teams aren’t running at full output. Organizations are wasting their SDRs’ potential. Let’s discuss two ways you can make your SDR team more productive: Hiring an SDR manager.

Quota 94

Quota Promote Appointment Start-ups 94

SaaStr

APRIL 15, 2021

For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. Every prospect and customer is owed a true solution sale approach. As fundamentally as you can.

Sales 144

Sales Prospecting Up-sell Closing 144

JBarrows

NOVEMBER 19, 2021

This week Alice Shaff joins John to talk about how his trainings have helped her over the years launch a career from starting as an SDR, to Head of Business Development at Anjuna. The post Podcast 244: Alice Shaff on Leveraging SDR Skills to Land a Leadership Role Copy appeared first on JB Sales.

Launch 102

Launch Drivers/motivators Sales 102

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130

Product Quota Objectives and Key Results CRM 130

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Company : AltiSales Noteworthy : Tito is an expert in sales development and all things sales.

Cross-sell 85

Cross-sell Referrals Consult Up-sell 85

SaaStr

JUNE 23, 2021

I recently put together a list on Quora of 6 things sales reps recently said to me as a buyer of SaaS products myself that killed the deal: “You are wasting my time”. Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s. Forcing me to talk to an SDR first.

Contract 114

Contract Legal Sales Closing 114

Hubspot

JUNE 26, 2019

And since they’re being better equipped by well-defined career ladders, your workforce winds up being better trained, which helps your company remain competitive. Your sales team members want to know that there’s a clear, achievable path ahead. Case Study: Parse.ly’s SDR to Enterprise AE Role Career Ladder.

Promote 94

Promote Sales Drivers/motivators Quota 94

InsightSquared

MARCH 20, 2019

In the 5+ years I’ve spent meeting modern sales leaders and working with SDRs within our network, I’ve learned from the front lines of 200+ SDR and sales teams about what’s really going on within the SDR function and how it could impact the role in the future. Prospecting.

Inside sales 97

Inside sales Networking Sales Technology 97

Partners in Excellence

DECEMBER 1, 2021

Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords. Using them with other sales/marketing people immediately increases your credibility.

Pitch 118

Pitch Sales Presentation Gaming 118

SaaStr

AUGUST 16, 2022

So a number of folks including Mixmax to many others on LinkedIn picked up that SaaStr’s newest Partnership Manager (really an SDR with a different spin), Mike Wander, booked 90 meetings in his first 90 days. He has deployed to Africa, the Middle East, and Asia before making his career transition into Sales.

Electricity 88

Electricity Meeting Follow-up Closing 88

Sales Hacker

APRIL 18, 2022

This is still an article about sales. But just because it’s about sales, doesn’t mean the dragons are not real. I’m talking, of course, about sales myths – giant, all-consuming ideas that seem to loom over the sales mindscape and impact our every action. What does that have to do with us sales professionals?

Cold Call 89

Cold Call Price Sales Education 89

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 86

Go To Market Territory Technique A/B testing 86

Predictable Revenue

MARCH 14, 2022

Learn the top five reasons why AEs should be included in the SDR training process, and how greater communication between these roles can help you close more deals. The post Should AEs Be Training and Onboarding SDRs? appeared first on Predictable Revenue.

Closing 105

Closing Process Sales 105

Sales Hacker

AUGUST 9, 2022

Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now Shaan has made Flockjay a platform to give managers and sales leaders cheat codes to how and why they win by following the journey of their success stories.

Retail 80

Retail Hospitality Growth Sports 80

Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

Partners in Excellence

OCTOBER 9, 2022

But, there is an argument for SDRs, even in very complex B2B solutions. Most organizations consider the SDR role as an entry level role. We bring in brand new people, train them, and expect them to make cold calls. The SDR has to be capable of engaging the prospect in a business conversation.

Cold Call 129

Cold Call B2B Prospecting Up-sell 129

Sales Hacker

APRIL 15, 2021

Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. Yep, the typical over-confident sales guy. Kind of like on a sales call. Tempo on the sales call and in the sales process is everything for us. You can’t train them on every feature right away.

A/B testing 138

A/B testing Contract Sales Closing 138

JBarrows

NOVEMBER 15, 2021

This week Alice Shaff joins John to talk about how his trainings have helped her over the years launch a career from starting as an SDR, to Head of Business Development at Anjana. The post Podcast 244: Alice Shaff on Leveraging SDR Skills to Land a Leadership Role appeared first on JB Sales.

Launch 78

Launch Drivers/motivators Sales 78

Partners in Excellence

DECEMBER 1, 2020

I just had an outstanding discussion with a very bright sales enablement team. Some of the sales people were eating up the programs–but they were the consistent top performers. I had to learn how to apply these skills, training, and knowledge to the specific job I had. Tools, systems, processes, training are not enough.

Territory 88

Territory Account management Sales Process 88

The Bridge Group

FEBRUARY 8, 2024

Last month, I just put together a presentation for a handful of VC-backed portfolio companies on building attrition into SDR planning. The broader topic was what happens to your 2024 SDR pipeline number if your quit rate spikes. For many companies in the audience, the SDR operating plan was built off of 2023. “We

Pipeline 49

Pipeline Territory Promote Networking 49

Sales Hacker

AUGUST 3, 2020

Most companies are intrigued by the potential of SDRs, but cautious when investing the necessary resources to build a proper team. Setting up an SDR team is, after all, more expensive than an AE team. So, let’s dive in and analyze the costs to set up these teams, and why, despite the cost, I believe an SDR team is worth it.

Pipeline 91

Pipeline X-functional Commission Clients 91

SaaStr

JULY 9, 2021

Q: What are the common mistakes in the sales process that may lead to customer loss? In SaaS, the prospect is expecting the sales rep to be their guide, their expert on the product. In SaaS, the prospect is expecting the sales rep to be their guide, their expert on the product. Put a sales SLA in place, ASAP.

Price 101

Price Quota Sales Pitch 101

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. with 2020 marking an average of 2 account executives for every 1 supporting SDR.

Quota 52

Quota Sales Pipeline Technology 52

Hubspot

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Account management 76

Account management Commission Contract Sales 76

Sales Hacker

AUGUST 25, 2021

Our sales team was hitting a wall. We knew our sales development team was full of extremely driven reps with winning personalities. I’m not blaming our SDRs. We needed a way to simplify how our sales team reached out to prospects—and we found it with Sequences and Snippets. Not interested.” ” “Remove.”

Strategize 99

Strategize Referrals Territory Objection handling 99