Sales Enablement, SaaS and Growth
OCTOBER 16, 2017
The sales enablement industry has taken tremendous strides in recent years, but by most measures, it's still a relatively immature function. To fill this "best practices void" and play my part in elevating the role of sales enablement I often take ideas from other fields and apply them to my work at HubSpot.
Sales Hacker
FEBRUARY 10, 2021
Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Although hiring is the hardest job we have to do as sales leaders, it’s certainly one of the most important tasks to get right.
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Sales Hacker
MAY 6, 2021
What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.
Sales Hacker
JUNE 7, 2021
Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?
Intercom, Inc.
JULY 29, 2021
Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.
Sales Enablement, SaaS and Growth
JANUARY 11, 2018
I subscribe to numerous podcasts that help me learn more about business and marketing, but also those further afield, in the hope that I can apply a learning or glean insight that can be leveraged in my sales enablement role. Recommended episode is: Sales Mistakes That Can Kill Your Startup & How To Avoid Them.
Sales Hacker
SEPTEMBER 16, 2019
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.
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