Leverage the Power of Sales Activity Data To Drive Revenue
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Leverage the Power of Sales Activity Data To Drive Revenue

Driving revenue is no longer a solo effort. It is a relay.  Sales, marketing and customer success teams work together to reach a common goal – higher revenue. And it’s not about revenue generation alone. It’s about how revenue teams can drive predictable revenue quarter after quarter. This revenue engine can run when all revenue-generating…

Why Your Sales Tech Stack Isn’t Delivering Value
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Why Your Sales Tech Stack Isn’t Delivering Value

Deriving maximum value from their sales tech stack investments continues to be a frustrating challenge for revenue leaders.  With more than 1200 sales tools in the market spread over 49 categories, how do you select the right tools that can help you drive your revenue strategy? Well, the answer to this question is not a straight-forward one.  Before…

15 Sales Metrics Every Revenue Operations Leader Should Track
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15 Sales Metrics Every Revenue Operations Leader Should Track

If you are in revenue operations, you already must have a ton of sales data within your arm’s reach. But which data is most crucial to track and gain insights from?  And which numbers, if tracked right, can have an exponential impact on your revenues? You can find an answer to this million dollar question…

Top 5 Trends That Will Impact Sales Operations in 2022
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Top 5 Trends That Will Impact Sales Operations in 2022

Sales operations has become one of the fastest growing functions over the last few years. According to LinkedIn’s State of Sales Operations 2021 Report, the number of sales operations professionals increased by 38% around the world between 2018 and 2020. What’s the reason behind this growth? Bradley Gray, Director of Business Development at Enterprise Holdings attributes two…

Reasons Behind Low B2B Conversion Rate of 1.1%(Video + Transcript)
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Reasons Behind Low B2B Conversion Rate of 1.1%(Video + Transcript)

With companies like Salesforce witnessing astronomical growth of $251 billion in 2021 and venture capital flowing into the space for incumbents, it seems like a great time to be in SaaS. While this is true, the reality is that the B2B conversion rate for sales in SaaS is as low as 1.1%.  Knowing the reasons for this low…

Growing Beyond $1M ARR: Mistakes to Avoid in the Valley of Death
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Growing Beyond $1M ARR: Mistakes to Avoid in the Valley of Death

If you are a SaaS business that has crossed the $1m ARR mark, congratulations! You belong to a group of <1% of businesses that manage to reach this number. A bigger challenge lies ahead in the form of the valley of death. Only 4% of SaaS companies reach $1 million in revenue, and only 0.4% make it to $10…

The 5 Biggest Mistakes to Avoid in Your Sales Playbook
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The 5 Biggest Mistakes to Avoid in Your Sales Playbook

Founders, make notes. We are here to share the biggest mistakes that are made while devising a sales playbook. A sales playbook is the holy grail that gives an end-to-end view of your sales process – from hiring and onboarding your sales team, executing your sales motion to scaling it. Your rockstar performers already have…

10 Key Traits to Look Out For in Your Next Sales Representative
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10 Key Traits to Look Out For in Your Next Sales Representative

When it comes to recruiting a sales representative, traits trump competencies.  Traits are unique characteristics in a rep’s personality. Competencies or skills can be developed over time through training, mentoring or coaching. However, the right traits take long periods of time to develop, and training or coaching might have very limited impact in enhancing them. …

Ask These 10 Questions Before Investing in a Sales Tech Stack
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Ask These 10 Questions Before Investing in a Sales Tech Stack

82.6 percent of Chief Sales Officers (CSOs) believe a strong sales tech stack is crucial for driving revenues and achieving sales targets. However, only 29 percent of CSOs are satisfied with what they currently have. 57 percent of sales people fail to meet their sales targets according to CSO insights. Filling such cracks in the existing sales processes is the top…