1 Key SaaS Sales Metric to Fine-Tune Sales Productivity

InsightSquared

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement.

Why Your Cost of Sales Generally Doubles As You Scale

SaaStr

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Your sales reps are closing 4.0x

Sales Operations: The Guide They Never Gave You

InsightSquared

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales & Process Support.

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Three Keys to Success in Sales: A BDR Perspective

InsightSquared

My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. A career in sales isn’t for everyone, though. Sales is all about goals.

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The Critical Building Blocks of an Enterprise Sales Engine

InsightSquared

This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. My time at Electronic Data Systems (EDS – HP Enterprise) exposed me to the most extreme end of enterprise sales resourcing. The Enterprise Sales Profile (ESP): I love sharing the mistakes I have made in the hope that you can avoid them. The standard sales rep merely sells them software to reduce costs by 10%.

Help your sales team succeed in 2018: Hire sales ops

InsightSquared

SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams. Hire dedicated sales ops.

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How to take advantage of sales automation tools while maintaining a human touch

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. B2B Blog Lead Generation Sales & Marketing Alignment Sales Process

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Sales and marketing usually want to be friends. Use Sales and Marketing Tools to Reach Your Goals for Higher Revenue.

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Best of Sales Podcasts

yoursales

BEST OF: SALES PODCASTS SALES PODCASTS FOR. INSPIRED SALES BEST OF SALES PODCASTS BEST OF SALES PODCASTS M ost professionals exercising their craft will be on a continuous journey, seeking to improve how they operate. What’s a Good Listen for Sales?

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Human-First Sales: What Does it Mean For the SDR Role?

InsightSquared

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.

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How to Diagnose Why Your Sales Forecast is Inaccurate

InsightSquared

That type of scenario is simply mortifying if you’re a Sales VP, suggesting to the CEO or board of investors that you really have no idea what the heck you’re talking about, or what you’re doing. So why exactly are your sales forecasts never accurate?

The sales ops tech stack

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack.

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2018 Sales Operations Predictions

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In the six or seven years I’ve worked in sales operations, every year seems to have brought bigger and bigger changes, and I have no doubt that 2018 will be no different.

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Measuring Success in Sales Operations

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In sales operations, we do a lot. A sales team typically has a quota so their success is easily measurable, but how do you measure your success? Report Requests: Tie Into Sales Metrics.

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How can I motivate my inside sales force?

SaaStr

Sales is hard. Third, make sure your sales leaders can recruit good reps under them. The best sales cultures come from the CEO yes, but also in very large part from the VP of Sales. The post How can I motivate my inside sales force?

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Your Sales Year is Coming to an End. Are you ready?

InsightSquared

December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist.

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Using Data to Run Your Sales Development Team

InsightSquared

Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. Last week, I talked about how to use data to run your sales development team and drive results during a live webinar.

How Sales Ops Can Add Value to the Sales Team

InsightSquared

If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. That’s sales ops!

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Sales Operations Manager Job Description

InsightSquared

Sales operations managers play a crucial role in making sure sales teams are firing on all cylinders. Click here to get a free sales operations manager job description template. ). What are Sales Operations Managers Responsible for?

5 Key Psychological Biases That You Can Leverage to Drive Sales

InsightSquared

The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results. Use the Bandwagon Effect to Drive Sales. Our biases can make us do silly things.

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Humanizing Sales Management

Sales Hacker

The post Humanizing Sales Management appeared first on Sales Hacker. Sales Management WebinarsNavigating the uncomfortable conversations is never something that’s typically taught to any leader.

The sales ops tech stack

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack.

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An Open Letter to Sales People from Sales Operations

InsightSquared

Dear Sales, I’d like to help you more. Articles operations ops sales sales operations Sales OpsI’d like to help you faster. But to do so, I need your help.

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The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales ManagementFor the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email.

Introducing a New Sales Methodology to Your Sales Team: What To Do

InsightSquared

Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. So what does a sales ops team do once a methodology has been selected? 1.Define Sales Stages.

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Sales Tools – Made in Belgium

yoursales

Sales Tools: Made in Belgium. Tools for sales are flooding the market and the flood seems to increase in strength every year. That said, few know there’s a vibrant community of sales tools and sales tech stack vendors packed together in Belgium. Pre Sales.

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Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

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The 12 Most Popular Sales Leaderboard Songs of 2017

InsightSquared

Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards.

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Pre-written sales operations job descriptions

InsightSquared

Earlier this year we teamed up with LinkedIn to highlight the basic characteristics of professionals in three critical operations roles — sales, marketing and business operations. So if you are hiring for a sales operations pro, you’ve got your work cut out for you.

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Sales Operations Analyst Job Description

InsightSquared

Sales operations teams are constantly inundated with tasks and projects, and it’s sales operations analysts who execute the majority of day-to-day work to prevent the backlog from piling up. Click here to get a free sales operations analyst job description template. ).

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Five Key Skills for Sales Ops Career Success

InsightSquared

When I think about sales operations, there is no defined route to take. In fact, my fellow ops colleagues have come from a variety of backgrounds: business majors, former teachers, sales reps turned ops pros, and more. Communicating well is a must for anyone in sales operations.

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How to scale a global sales operations team

Inside Intercom

As your sales organization scales up, there’s one function that becomes crucial to your ability to drive revenue efficiently – sales operations. Until Xerox created the first team in the 1970s, sales operations didn’t exist. Sales operations is a team sport.

How to Build Your Sales Operations Team from Scratch

InsightSquared

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Let a sales ops expert handle the heavy lifting.

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The Sales Ops End of Year Checklist

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. The end of year can often be a stressful, exciting, and chaotic time of year for a sales organization. Articles operations sales analytics sales intelligence Sales Ops sales systems salesforce

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Building a SaaS Sales Machine (Podcast)

SaaStr

In the second part of the show, Jason gives a no-BS, practical advice on building and scaling a high-performing sales machine. You can also check out Dimitar’s great session from SaaStr Europa last year here: Sales Rep 2.0: How to Make Sales Agile with Heresy (Europa Video + Transcript). The post Building a SaaS Sales Machine (Podcast) appeared first on SaaStr. I don’t usually post podcasts or similar media that I do about … myself.

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10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

You’re collecting all this sales data but are you really getting your best use out of it? Your data is the key to optimizing your revenue engine and kicking your sales process into high gear. Here are 10 ways to improve your sales process by leveraging your CRM data.

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The sales ops tech stack (Part 1)

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack.

Sales Enablement Best Practices

Sales Enablement, SaaS and Growth

One of the exciting aspects of working in an emerging area like sales enablement is that, today, nobody knows or indeed, has all the right answers. There’s no defined sales enablement best practices. Let’s get down to it - here are my sales enablement best practices: 1. Sales

Onboarding your first Sales Hire as an Entrepreneur

For Entrepreneurs with David Skok

Stephanie has been an executive in 3 successful startups and was most recently the SVP of Sales and Customer Success at Xamarin which has since been acquired by Microsoft. Recruiting SaaS Sales Startup Help Customer Success Growth Hiring Sales and MarketingIn today’s blogpost I would like to introduce my partner for Zero to 100, Stephanie (Schatz) Friedman.

Sales team management: How to offboard a sales rep the right way

Close.io

Imagine that one of your best sales reps tells you she’s leaving the company. If you don’t have an immediate answer for that question, your sales team management process needs some work. Want more advice on hiring, managing, and offboarding sales reps? sales management

Is sales training the problem?

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. Have you ever heard the comment, “Why can’t we just train the sales team?” If data can be easily and accurately verified elsewhere then the data entry burden should not be on sales.

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12 Free Sales Excel Templates For Tracking Your Pipeline, Activities & Performance

Sales Hacker

Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend.

10 apps every sales team should know about

Inside Intercom

Never does that phrase ring more true than when you’ve wasted days going back and forth over email to coordinate a sales meeting or spent hours manually copying and pasting data between tools. We’ve curated a list of the top ten apps every sales team should know about. “Time is money.”

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