You've hit a homerun and your business growth is skyrocketing. The rapid growth fuels the need to add staff, especially in sales, to keep your growth rate going. The challenge is to integrate new talent seamlessly into the organization and get them up and running quickly and efficiently. A formal [...]
Yes, you can fire a customer and you need to fire more than just one! The end of the year is a perfect time to be honest with yourself and your business. How much time do you spend on customers that are doing nothing but taking time away from [...]
Last year Salesforce went on a SaaS buying spree. The CRM giant gobbled up the likes of Demandware ($2.8B), Krux ($800M), Quip ($750M), Beyondcore ($110M) and at least eight other technology companies. This year, they haven't made a single notable SaaS acquisition to date.
And Salesforce isn't the only major [...]
Editor's Note: This article was first published on Medium here.
A few weeks ago, I met a CMO named Yvette in the office kitchen at OpenView. She was chewing on a bagel during a lunch break from the VC firm's all-day speaker event, and she was clearly upset.
“How in the world,” [...]
Your eye contact matters! Even if you are on the phone, you need to make sure you aren't distracted by your computer or things in your office. Stay focused on your customer! Have your customer's name and company name in front of you. Check out the video to see what [...]
If we want our customers and others to see us as a sales leader, we have to ask ourselves if we're living up to personal leadership. Each week we hear of another leader — whether it be in business, sports, politics or society in general — being taken down due [...]
BDRs, LDRs, SDRs - whatever you call them, the metrics that drive the SDR role are always in demand.
Today, I'm excited to launch our latest research focused on Sales Development organizations. This is our seventh round of research since 2007. The key themes we'll explore include:
Rep profiles: experience, [...]
During the last couple of weeks, I've had some spirited discussions — both pro and con — about the role passion plays in the sales profession. I've had people say in today's business climate, there is no room for passion, and I've had others say because of the business climate, [...]
How is your motivation rolling on Monday morning? Sunday night may be key to kicking your sales motivation into high gear by Monday morning. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself [...]
A few weeks ago, I shared my research on the failure rate of SDR-to-AE promotions. (Executive Summary: 26% of SDRs who take on an AE role fail. The shorter the SDR tenure, the higher the failure rate. The post-promotion failure rate for SDRs with 11 or fewer months experience was [...]