Same Old Song and Dance Early-stage B2B Revenue leaders need to set up commissions correctly. There’s a lot of money at stake, both for the company and sales reps. The more money you come across, the more problems you see, right? Not necessarily. Money isn’t the only thing driving sales rep behavior—the best are self-driven, […]
Category: Sales Operations
Seven Nation Army
How Many Sales Reps Do You Need?
Same Old Song and Dance Early-stage B2B revenue leaders often don’t know how many sales reps they need to hit their goals. Most are either pressured to hire more reps when things are growing and/or when they receive funding, or advised against hiring new reps because it might be too soon and there are other […]
You Wanna Be Startin’ Somethin’ (Sales Dev series, Part IV)
Aligning Goals and Incentives
Same Old Song and Dance For those early-stage B2B revenue leaders who have started SDR teams, they know that the impact can be massive: many SDR teams become Top 3 sources of closed won deals for their companies. Equally true is that failing to set up an SDR team correctly can leave revenue leaders feeling […]
You Wanna Be Startin’ Somethin’ (Sales Dev series, Part III)
What Your SDR Team Needs for Success
Same Old Song and Dance When early-stage B2B revenue leaders decide to start SDR teams, they’re screaming out to the world that they’re ready for growth. If done correctly, sales dev can quickly become a Top 3 source of closed won deals for some companies. Still, there are several factors that can be the difference […]
You Wanna Be Startin’ Somethin’ (Sales Dev series, Part II)
How to Structure Your SDR Team
Same Old Song and Dance Early-stage B2B revenue leaders often need to decide whether to start an SDR teams. The benefits can be massive if done correctly; SDRs teams are a Top 3 source of closed won deals for some companies. However, even after choosing to move forward, the pain can be thunder when faced […]
You Wanna Be Startin’ Somethin’ (Sales Dev series, Part I)
Should You Start an SDR Team?
Same Old Song and Dance Most revenue leaders at early-stage B2B ventures have heard of outbound sales development. Whether they worked directly with an SDR as a sales rep, were part of a larger team that included outbound outreach, or just heard about the idea from a peer or new board member, the majority of revenue […]
Hungry Like the Wolf
Why Your Reps Need to Source Their Own Leads
Same Old Song and Dance Revenue leaders at early-stage B2B ventures constantly worry about lead generation and pipeline volume. Their reps can’t close deals they don’t have, after all. Reps are always wolfishly hungry for more “at-bats”, and sourcing quality leads is tough. Given this reality, some leaders and reps become convinced that the only […]
Shout
What Are the Best Lead Sources?
Same Old Song and Dance Revenue leaders in early-stage B2B companies have limited budgets. One of the hardest choices they make is where to invest when it comes to generating leads. It isn’t black and white: there are a seemingly endless number of sources: SEO, social media, form fills (website and social), conferences, webinars, white […]
A Little Less Conversation
How to Focus Your Deal Reviews
Same Old Song and Dance One thing that causes endless aggravation for early-stage B2B revenue leaders is deal reviews with their sales reps. Whenever these meetings take place, one thing is typically guaranteed to happen: the leader walks away having heard a lot of words but not getting a lot of answers about deals: are […]
I Can See Clearly Now
Forecasting Your Sales Pipeline
Same Old Song and Dance Forecasting sales pipeline accurately in a complex B2B environment is challenging: deciding when to start counting deals as pipeline, selecting the correct deal valuation, determining your weighting methodology, sorting through unclear deal stages, and knowing when you have enough forecasted pipeline to hit your number are typical hurdles sales leaders […]