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.

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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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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The key to getting your first 10 customers isn’t sales – it’s product

Predictable Revenue

The post The key to getting your first 10 customers isn’t sales – it’s product appeared first on Predictable Revenue. B2B Blog Sales & Marketing Alignment Sales Process

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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.

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

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?

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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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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The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips

Predictable Revenue

We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts. B2B Blog Sales & Marketing Alignment Sales Process

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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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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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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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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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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 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?

Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process

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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How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

We'll discuss how the obsession with perfecting the Marketing Qualified Lead and the inside sales model has led to CQL(Conversation Qualified Leads), and to Drift using bots instead of traditional SDR's. We'll also cover the three main principles for governing day to day sales operations and Zendesk's sales stages! The post How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue.

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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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

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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Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Sales Management Sales Process

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%.

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 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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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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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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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.

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How to build a killer outbound sales team and avoid some common mistakes along the way with Aaron Ross

Predictable Revenue

Strategy Advice from Up & Coming Sales Leader Nicolas Marchais. Lessons Learned on his Quest to Scale his Sales Team to 25 Reps in just Three Years. B2B Blog Sales Management Sales Process

The best (worst) outbound sales campaign by Growbots

Predictable Revenue

Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue.

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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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10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out

SaaStr

We’ve written a lot on SaaStr on how to find a great VP of Sales, what the risks are, what risks to take, etc. We’ve also summarized a few critical factors that will tell you, within 30 days, if your VP of Sales won’t work out. But a great VP of Sales never does.

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Is SaaS Sales really that lucrative?

SaaStr

Most SaaS products are solution sales and prospects and customers want to talk to someone about the needs and problems. More here: Curse of the ‘Middlers’: Why Happiness Officers Can’t Stand In for True Sales Professionals | SaaStr.

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Is revenue operations just another word for sales operations?

InsightSquared

It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”. We spoke to several operations professionals to help us better define revenue ops, and understand how the role fits into an organization relative to sales ops.

Director of Sales Operations Job Description

InsightSquared

The director of sales operations position is one of the most critical hires a company can make. It’s their job to help sales executives make sense of results and pinpoint the reasons why they fell short of or hit their goals. What are Directors of Sales Operations Responsible for?

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Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team

Predictable Revenue

The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue. B2B Blog First Million Lead Generation Sales Management Sales ProcessThis blogpost focuses on how to build and prep an outbound team.

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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

What is the best way to motivate a sales team?

SaaStr

The key to truly motivate a sales team, to excellence, is two-fold: They need to see the top reps making real money. A great VP of Sales / boss. Sales is a risky career. I’d say roughly, these sales teams often perform 2x-5x better than other teams.

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InsightSquared’s Dreamforce 2017 Sessions for Sales & Sales Operations Professionals

InsightSquared

The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations. Avra Lazear, Senior Manager of Global Sales Operations and Strategy at Bazaarvoice. How to Shift the Sales Ops Function from a Reporting Factory to Revenue Driver — Tuesday, November 7 at 11:30 a.m.

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