Blog
Aligning Sales Development Motion to Lead Type
Sales development teams who are able to execute the right type of outreach based on the lead type are generally more effective at connecting, having better conversations, and ultimately at creating more qualified pipeline.
What Collateral and Content Do You Need To Sell Enterprise SaaS?
The theme of my conversations recently seems to be SMB SaaS moving to sell into the enterprise.
How Long Should a Founder Sell?
A question that gets tossed around a lot among start-up founders who are selling is, “How long should I be involved in sales?”.
Is Sales Over Segmented?
Back in the dark ages (when dinosaurs roamed the Earth), I grew up in the enterprise sales world of having to do everything myself:
Anatomy of a SaaS Dashboard
I’ve spent many years as a SaaS CEO, and advising SaaS CEOs— growing from $1M in ARR to $40M+. I’ve always been data-driven, but when I discovered live dashboards, it changed my day-to-day life.
What Can You Expect From a New Sales Leader?
Last month, we shared some thoughts on what a new sales leader should focus on. But what can you expect from a new sales leader?
Is It Time For a Sales Engineer?
A SaaS sales team usually starts with a founder who sells. Then a salesperson or two. Maybe some SDRs. Then a director or VP. Then more reps. Then sales operations. And at some point, most B2B SaaS sales leaders find themselves wondering, “Do we need a sales engineer?”
What Should a New Sales Leader Focus On?
I’ve been interviewing a lot of candidates for Director of Sales lately, and there is one question I always ask. “What will you focus on in your first 90 days?”.
How to Hire Better Sales Reps
This could also be titled, “Don’t make the same mistakes I made, because I sure screwed it up a lot.” Sales recruiting is getting harder and harder by the day.
More Tips for Managing a Remote Sales Team
Yesterday I posted some tips for managing a remote sales team. Those tips were fine, but they were also pretty basic—the stuff we have to do as sales leaders, no matter what. So, I thought a follow up with more specific remote management advice for leading a nascent sales team.
Tips for Managing a Remote Sales Team
As a modern sales leader, there will be times you need to manage a remote sales team. Now is likely one of those times.