Predictable Revenue

JULY 11, 2022

Learn what makes business to business sales (B2B sales) distinct from B2C, how to maximize your business sales process, and make the most of industry trends. The post What is B2B sales? appeared first on Predictable Revenue.

B2B 264

B2B Sales B2C Revenue 264

The Daily Egg

AUGUST 1, 2022

The right sales tool can be the crucial factor in whether your business’s growth will reach the goals you’ve set for it. The post Best Sales Tools Compared appeared first on The Daily Egg.

Sales 280

Sales 280

SaaStr

MARCH 20, 2023

Dear SaaStr: How Do You Become Successful at Enterprise Sales? If you haven’t done enterprise sales before, the biggest thing to understand: you can do it. But for enterprise sales, you’re going to have to get your arse out of your home office and go close some real live human beings: Listen — often in person.

Enterprise 278

Enterprise Sales Scaling Investment 278

Tom Tunguz

FEBRUARY 18, 2022

The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? Each business’s PQR funnel will differ depending on their sales cycle, ACVs, and overall motion. Will the sales leader attain plan? Demo/meeting: sales meeting.

Sales 315

Sales Startup Forecasting Management 315

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

SaaS 324

SaaS Sales Venture Capital Enterprise 324

The Daily Egg

DECEMBER 2, 2022

Maybe your sales have started to plateau. The post 7 Easy Steps to Boost Ecommerce Sales appeared first on The Daily Egg. You’re here because you want to grow your ecommerce business. Or maybe you’re just curious.

Sales 315

Sales Business 315

Predictable Revenue

AUGUST 22, 2022

What is consultative sales and how can it help you win more business? The post Consultative Sales Approach Strategies appeared first on Predictable Revenue. These 7 consultative selling strategies will help you stand out from the competition.

Consulting 248

Consulting Strategy Sales Revenue 248

SaaStr

APRIL 27, 2023

Dear SaaStr: How Do I Create Urgency in Sales. What a great sales pro will learn is how the heck to add thoughtful urgency to a sales process. Sales is hard. Great sales reps know to touch base as often as possible once a deal is in flight. And you’ll watch close rates go up, and sales cycles shorten.

Sales 262

Sales SaaS Revenue Business 262

Tom Tunguz

MARCH 27, 2023

Sales cycles shifted dramatically in 2023. Slower sales cycles create pipeline shocks & startups are feeling the impacts. The average startup saw a 24% increase in sales cycle from early 2022 to 2023. 60 day sales cycles are now 75 days. But the latency isn’t evenly distributed.

Startup 296

Startup SMB Sales Headcount 296

SaaStr

MARCH 3, 2023

At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Helping your sales team doesn’t mean you must spend all your time coaching them.

SaaS 244

SaaS Scaling Sales Startup 244

Predictable Revenue

APRIL 11, 2022

Learn the difference between sales training and sales coaching, the unique benefits, and why you should be using a combination of both in your organization. The post Sales Training vs. Sales Coaching: What’s the Difference appeared first on Predictable Revenue.

Sales 236

Sales Revenue Development 236

Predictable Revenue

JULY 25, 2022

What is sales training and why is it so important? Learn about each step in the sales training process and how the right program can improve your win rate. The post What Is Sales Training? appeared first on Predictable Revenue.

Sales 241

Sales Revenue Strategy Development 241

Tom Tunguz

SEPTEMBER 23, 2022

The average sales cycle is 28 days. Suppose sales cycles double in length from 28 days to 56 days. 28 day sales cycle. 56 day sales cycle. 28 day sales cycle. 56 day sales cycle. That’s quite a shock to the system from a seemingly small change in sales cycle. Nor will customer 2.

Sales 296

Sales SaaS Startup Product Marketing 296

Tom Tunguz

MAY 1, 2023

When a startup is born, founders lead sales. Design partners, pilots, or founder-led sales - they have many names - these customers work with a startup to solve a problem. Said another way, founder-led sales are sales engineering sales, not account executive sales.

Engineering 148

Engineering Sales Sales Funnel Startup 148

SaaStr

JULY 5, 2022

By moving from Freemium to “Contact Me” only (albeit with transparent pricing), sales went way, way up. So many sales leaders get frustrated with Free editions, very low-cost editions … and the Long Tail in general. The Long Tail : Distracts sales , with leads that never closes. Super power, over many years.

Sales 313

Sales Revenue Engineering Scaling 313

Predictable Revenue

JANUARY 17, 2023

Learn how to transition from founder-led sales to making your first hire, including the four outbound funnels your sales team should focus on. The post From Founder-Led Sales to Hiring Your First AE appeared first on Predictable Revenue.

Sales 257

Sales Revenue Development Management 257

The Daily Egg

MARCH 16, 2023

The post Poor Sales? Neil Patel co-founded Crazy Egg in 2005. 300,000 websites use Crazy Egg to understand what’s working on their website (with features like. Maybe You Need a Website Redesign: Here’s How appeared first on The Daily Egg.

Sales 319

Sales 319

SaaStr

FEBRUARY 17, 2023

So recently I caught up with a sales exec I’ve known for a while that is doing pretty well, especially for this macro environment. I talked to him and explained that it hardly matters in sales what your base is, what matters is attainment. Sales reps really, really don’t like to wait for their bonuses. Fair enough.

Sales 281

Sales SaaS Retention Marketing 281

SaaStr

MARCH 27, 2023

So there are 3 things every sales rep I’ve worked with hates: Clawbacks. We won’t dig into this too much here, but sales folks hate it. Everyone in sales hates them. But they are a clear sign to the sales org that there is at least a cost to closing low quality deals. 100% of sales reps also hate this.

Sales 269

Sales Churn Management Banking 269

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. They often melt. I say, you just gotta know the product. Not just with buzzwords.

Sales 254

Sales Startup Scaling Leadership 254

SaaStr

APRIL 21, 2022

Yes, sometimes it’s OK to hire a VP of Sales that everyone loves. At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire. And this especially matters because I often see CEOs picking between 2 final VP of Sales candidates. Even if they were, how many hired a VP of Sales at your ACV before?

Sales 331

Sales Startup Scaling Interviewing 331

SaaStr

JANUARY 18, 2023

Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? To overgeneralize, but to give you a pretty rough sense: Sales cycles are very much impacted by the intent of the prospect. More here : The post Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? But I think this will give you a general sense.

Benchmarks 306

Benchmarks B2B Sales Engineering 306

Tom Tunguz

JULY 10, 2022

Let me tell you a tale of two software sales processes. Take 1: An ambitious account executive engages a sales prospect and hustles to sell the customer a mega contract that consumes nearly the entirety of a budget. Smaller commission check, but a faster sales cycle. In both cases, the vendor is out.

Sales 298

Sales Strategy Retention Compensation 298

SaaStr

JUNE 1, 2023

Only 18% of you were hitting the 70%+ quota attainment that high-performing sales teams generally try to hit. And only 43% of you had sales teams that were hitting even 43% of quota attainment. That left 58% of you with sales teams seeing 20%-40% quota attainment … or less. No one is happy with < 50% quota attainment.

Sales 130

Sales Scaling 130

SaaStr

MARCH 16, 2023

A rough structure from 1–25 sales reps: Early days: CEO acts as VP of Sales. CEO starts looking for true VP of Sales by $1m ARR, ideally hires one by $1m-$2m in ARR. VP of Sales hires next 5–10 reps herself. If VP of Sales is good, most of reps 5-10 perform. Segmenting by customer size, and sometimes geography.

SaaS 310

SaaS Startup Sales Compensation 310

Predictable Revenue

MAY 26, 2023

In the dynamic world of sales development, we stand at a crucial crossroads. It’s […] The post Navigating the Shifting Landscape of Sales Development with Jake Bernstein appeared first on Predictable Revenue.

Sales 130

Sales Development Revenue 130

Predictable Revenue

JULY 27, 2022

Rene Zamora, author of Part-Time Sales Management, shares his best tips to keep your outbound sales team motivated and maintain drive as a sales leader. The post How To Become a Motivational Sales Leader appeared first on Predictable Revenue.

Outbound Sales Team 263

Outbound Sales Team Sales Revenue Management 263

Predictable Revenue

FEBRUARY 10, 2022

Kevin Snow joins the Predictable Revenue podcast to discuss how automating outbound sales can help close deals faster and more efficiently. The post Using Sales Automation to Close Sales Deals Faster appeared first on Predictable Revenue.

Sales 213

Sales Revenue Strategy Marketing 213

Predictable Revenue

JANUARY 31, 2023

The post Predictable Revenue’s Updated Sales Development Methodology appeared first on Predictable Revenue. the theory of SDRs, why they exist, how they fit into an organization, guiding principles for success in the role, mindset habits of effective SDRs, and what to expect from them regarding activity and quota.

Development 214

Development Sales Revenue 214

Sales Hacker

MAY 1, 2023

Providing feedback has been a challenge for busy sales managers for decades. It helps that a majority of sales meetings are happening over video and being recorded. Related: How To Manage A Sales Team: 12 Expert Tips For Success These days, AI is everywhere you look. Related: How To Approach Sales Coaching Like a Pro 1.

AI 120

AI Sales Communication Management 120