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Secrets to Revolutionizing Enterprise Sales Growth with End-to-End RevOps with Calendly CRO Kate Ahlering (Video)

SaaStr

How customers come into the sales funnel, when, where, and how they’re engaged are becoming increasingly digitalized. Product-led growth (PLG) is taking center stage in response to these changing buying patterns and flipped the sales funnel we’ve come to know. Embracing revenue operations as buying cycles change.

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Every Customer is a Design Partner - Leading Your Sales Motion with Sales Engineering

Tom Tunguz

The default behavior is for founders to pass sales to account executives. AEs, experts in closing contracts, often focus on reducing sales cycle & maximizing contract value - which aligns with their incentives & compensation plan. The very best blend aspects of sales engineering & sales closing.

Scale 211
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Pivoting from Growth-at-All-Costs: 4 Focus Areas to Thrive in Any Market with BCG Consulting Partner Courtney Dong + Managing Director and Partner JB Reed (Video)

SaaStr

Retention and empowerment of the best talent should be the focus of the sales operating model rather than throwing bodies at the sales funnel. A simple way to achieve this is to align sales compensation with LTV to reward good behavior and disincentivize poor behavior. Go to market.

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How to Build a High-Performing and Data-Driven Inside Sales team at Scale with WalkMe’s VP of Sales, Aliisa Rosenthal (Video)

SaaStr

Step 2: Analyze your funnel. Once you have the data, next you’ll want to analyze your sales funnel. This step is critical, as investigating your sales cycle will help you understand where you acquire your leads, where you lose them, and how to improve the overarching sales process. Step 3: Experiment.

Scale 261
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The 5 actions for revenue leaders to embrace customer-led growth

Totango

To drive customer-led growth, organizations need to assign ownership for expansion, align tactics to value drivers, measure post-sales funnels precisely, streamline communication post-sale, and use automation to create more clarity for teams. But who is applying that same level of measurement to the post-sale funnel?

Revenue 62
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How to Become Profitable Faster in SaaS

Tom Tunguz

It requires changing the sales process, likely suffering some decreased sales velocity and tinkering with compensation structures. Second, slow sales hiring. Examine the lead-to-close funnel and fix the leakiest part. The table above describes a hypothetical sales funnel of a startup.

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Mastering Founder-Sales: 10 Lessons from 150+ Early-Stage Start-Ups

Sales Hacker

Your sales playbook does not need to be perfect; even a bad process is better than no process. You need to create a method for yourself that will allow you to move prospects down the sales funnel. Sellers do not have the knowledge, nor are they compensated enough to take that on. Following up.