CloseSaaS

JANUARY 10, 2022

Harris Kenny was working as a head of sales when he decided to quit and become a consultant. Three years later, he runs an international sales consulting firm that specializes in helping startups grow by supporting their early-stage sales process. Hear his essential sales lessons for startups.

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Consulting Startup Sales SaaS 52

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

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Consulting Sales Hiring Sales Venture Capital 70

CloseSaaS

MARCH 23, 2022

Top B2B sales consultants give us their best cold email tips, including building a core message, having a minimalist mindset, and creating micro-segments.

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Consulting Sales B2B 52

CloseSaaS

FEBRUARY 3, 2022

Hiring a sales consultant takes time and preparation—learn the best steps to prep, find, and evaluate a sales consultant and see real, long-term results.

Sales Hiring 52

Sales Hiring Consulting Sales 52

Tom Tunguz

MARCH 28, 2024

AI will transform software sales. Typing “Compare Salesforce & Hubspot for a 10 person sales team. HubSpot generally offers a lower price point at equivalent feature tiers, especially for small to medium-sized sales teams. Most of the discourse so far has focused on how AI upends the sellers’ worldview.

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AI Software compliance Consulting 264

CloseSaaS

JUNE 8, 2021

Solution selling and consultative selling have many overlaps and a few significant differences. Learn how these 2 sales models developed 40+ years ago and still work in the B2B sales landscape of the 2020s.

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Consulting B2B Sales Development 52

Sales Hacker

DECEMBER 13, 2017

In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. What Do You Look For In A Sales Consultant or Trainer?

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Sales Hiring Consulting Scale Sales 88

CloseSaaS

FEBRUARY 25, 2022

When should you hire a sales consultant? Learn the key signs your team needs one, plus 7 mistakes to avoid for a smoother process.

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Sales Hiring Consulting Sales Startup 52

Tom Tunguz

SEPTEMBER 30, 2023

Last week, Harvard Business School released its analysis of LLMs on 758 consultants’ performance when using AI. In the first experiment (inside AI’s capability frontier), consultants randomly assigned access to GPT-4 AI completed 12.2% Three key insights emerged. more tasks on average & 25.1% Quality improved by 40%.

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AI Artificial Intelligence Consulting Customer Support 215

CloseSaaS

DECEMBER 18, 2022

Learn top tips from the trenches of B2B sales, including why message comes before tech, how to experiment constantly, and why traveling makes you a better SaaS salesperson.

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Consulting Sales Travel B2B 59

CloseSaaS

SEPTEMBER 9, 2020

Want to break into the world of enterprise consulting? Learn how to sell consulting services to enterprise companies with 8 expert sales methods.

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Consulting Enterprise Sales 52

SaaStr

AUGUST 20, 2023

It’s the foundation of everything we do, from lead scoring, funnel analytics, and email marketing, to campaign operations, sales alerts and insights #4. For us it’s UserGems – it’s a SFDC app that alerts you when previous users start jobs at new companies so you can reach out to make a sale to them in their new role.

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Consulting Innovation Startup Communication 221

SaaStr

OCTOBER 22, 2023

Other than your own, what app would you never let anyone take away from you no matter what: Marketo – It is essential for Setting Up Sales and ADRs to Win when the buyers have shown enough engagement to demonstrate that they are getting ready to buy. #4. This week we have Chandar Pattabhiram, CMO at Coupa! #1.

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AI Search Consulting Leadership AI 260

SaaStr

OCTOBER 29, 2022

These folks often come from strategy consulting or banking backgrounds. If our sales efficiency just goes up, our cash lasts 30 months. You sell various scenarios, and the ex-consultants and ex-bankers and ex-VC analysts are great at it. And they are often great hires, often very smart. Garbage In, Garbage Out.

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Sales Hiring Finance Consulting Banking 256

SaaStr

DECEMBER 3, 2023

Salesforce Gong Madkudu Slack Clari Rattle Seismic Outreach LinkedIn Sales Navigator Zoominfo Docusign #2. Soon, we’ll launch all kinds of PLG/Prescriptive notifications to enable our reps to provide more tailored outreach during trial-driven sales processes. They’ve become a part of our Sales UI. #3.

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Consulting Enterprise Sales Engagement 197

SaaStr

JULY 8, 2022

Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense reinvents the way organizations create, manage, and convert pipeline to revenue.

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Banking Consulting AI Revenue 183

SaaStr

OCTOBER 3, 2023

.” — Casey Hill, Sr Growth Manager, ActiveCampaign “Be highly over prepared, sign up for demos of their products, talk to sales, look at the org chart, connect with other team members, board members, look at their culture on YouTube, Twitter, research competitors, read analyst reports. Interviews are like first dates….discussion

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SaaStr

OCTOBER 16, 2023

Having to use their sales team for future expansion, that also sells 4 other products? Especially if the sale is around 5 years or so, that’s when everyone gets tired. Acquirers should recognize this and turn the CEOs into 50%-time consultants and “non-executive chairpeople” of their startups, until the help isn’t needed anymore.

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Startup Consulting Acquisition Retention 245

SaaStr

JANUARY 13, 2023

For sure, if you have a strong existing sales team that needs some mentorship, I can see a Fractional CRO working. If you have a new, stretch sales leader doing it for the first time, and they want someone more seasoned to help 0.5-1.0 days a week, that can be a win-win. days a week, that can be a win-win.

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Sales Hiring Venture Capital Scale Finance 300

CloseSaaS

MAY 10, 2022

How do you make your consulting onboarding process smooth and easy? Learn from 8 top consulting pros. New client onboarding can be a challenge.

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Consulting Onboarding Sales SMB 52

SaaStr

AUGUST 30, 2023

G2 CEO Godard Abel deep dives into his original vision for G2, going multi-product, selling with multiple sales teams, demand gen spend, and why AI is the most important thing right now. Investors and consultants can query the data directly to say: How does Echosign compare to Docusign? Zero cost of sale.

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AI Search AI ChatGPT Software Review 204

Predictable Revenue

DECEMBER 3, 2020

Kieren O’Connor was breaking company records as a Commercial Director at Nobly POS by 22, and at 25 he is the co-founder of a consultancy that has generated over £10m in sales for its clients and is challenging traditional consultancies everywhere.

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Point of Sale Revenue Sales Consulting 179

Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005.

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Consulting AI Benchmarks B2B 91

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

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Sales Hiring Sales Recruiting Scale Headcount 261

SaaStr

APRIL 5, 2024

Leandra has over 30 years of experience leading large sales and revenue teams. Apollo is a next-gen sales tool that combines sales intelligence and execution workflows with AI. What they did for marketers, Apollo is trying to do for sales. Apollo tries to be a trusted advisor with a consultative mindset.

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Scale Sales Hiring Pricing AI 195

SaaStr

SEPTEMBER 11, 2020

After all, when a company engages in competitive intelligence, there will often be the retaining of a consulting firm. Let’s face it, if a sales rep is going after an account and does not know the true competitive situation, then a deal could easily be lost. . “I But there are some obvious drawbacks.

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AI Consulting Interviewing Innovation 265

SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. From day one, it’s critical to drive results to impress your investors, acquire customers, and set your sales team up for success. As a founder, it’s vital for you to be a big part of sales, especially in the early stages of your company.

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Sales B2B Consulting Investment 262

SaaStr

JUNE 8, 2020

VCs are in sales themselves, and they are hunting for that next great deal. Do not bring “consultants” to a VC pitch. As soon as you bring a “consultant” with you — most folks are out. That’s again Sales 101. It’sd still sales. Creating urgency is part of sales, for sure. The email subject line.

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Consulting Investment Cloud Data 341

SaaStr

DECEMBER 7, 2023

Focus on the customer and drive revenues – sales solve all issues. After leaving Morgan Stanley Jay helped to launch MPI Professionals, a New York based financial service consultancy, which was later acquired by a publicly traded multi-national. Our current fund is 15M. #3. What’s the #1 bit of advice you’d give to SaaS founders today?

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Development Team Review Management Technical Review Social Media 229

SaaStr

APRIL 8, 2020

UruIT’s Free Machine Learning Consultation. Click here for UruIT’s Free Machine Learning Consultation – join a discovery session with our Machine LEarning engineers to identify opportunities of improvement by applying ML in your SaaS. Mixmax is the #1 sales engagement platform for the complete sales cycle.

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Machine Learning Artificial Intelligence SaaS Consulting 226

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Celonis started 12 years ago in Germany and recently began its move into the U.S. This has resulted in amazing hypergrowth. Sign up HERE !

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Scale VP of Engineering Sales Hiring Engineering 188

FastSpring

MARCH 14, 2023

It takes an enormous amount of time, money, and headcount for SaaS companies to handle VAT, GST, and sales tax (and any other form of indirect tax) in-house. That’s why most businesses turn to tax software and/or tax consultants to help them manage indirect tax.

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Payment Solutions Merchant Services SaaS Payments Payment Methods 83

Kellblog

APRIL 19, 2024

You’ll find yourself in board meetings saying things like, “well the average sales price isn’t that meaningful because it’s a blend of SMB deals at $10K and MM deals at $40K.” ” For that matter, neither are average sales cycle, close rate, win rate, loss-to, and other metrics. security clearances).

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Startup SMB Airlines Banking 106

SaaStr

DECEMBER 4, 2022

From the near-death startup experiences, to hiring the wrong VP of Sales that spends all the money, to losing your top customer to a top competitor. They are worth more than 100 mediocre advisors and consultants. After that, it was just asking too much to ask them to understand everything you’ll go through. Try to find a good one.

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Sales Hiring Consulting Startup SaaS 299

Neil Patel

OCTOBER 3, 2020

Hire an SEO marketing agency with a proven track record like NP Digital Hire an SEO Consultant who can build your entire SEO strategy. Today we’re going to focus on the second option — How to choose the best SEO Consulting Services for your business. How to Choose The Best SEO Consulting For You.

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Consulting Scale Sales Hiring Sales Funnel 144

SaaStr

JUNE 29, 2023

Vendr SaaS Consultant Katie Oates and Vendr Vice President of Customer Team Jeff Swank share eye-opening data and insights into buyer trends from 2023. Sales & Marketing vs. Research & Development: Companies realize they’ve previously spent too much on sales and marketing and may want to shift the focus to research and development.

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VP of Engineering Trends Cybersecurity Sales Hiring 247

SaaStr

JULY 29, 2023

Salesforce has brute forced it, even though today only a minority of their revenue comes from sales software. We used to catch so much s**t for the NerdWallet name that at one point we actually paid a consultant something like $30k for new name ideas. They just wanted to do more than … payroll. But they can be limiting.

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Startup Scale Branding Consulting 190