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The entire customer journey, from lead to opportunity to revenue to retention is riddled with complexities. To successfully close deals and generate revenue, GTM teams today need to be hyper fluent with customer pain points. And be able to offer tailored solutions to them at their time of need. This is why revenue teams need…
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…
Finding SDRs whose personalities align with your values and goals can be tough. How do you narrow down on the top traits of an SDR before you share an offer letter with them? We asked 10 sales leaders on what traits they look for when they interview remote sales development representatives. These are SDR traits…
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…
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…
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. …
Meeting sales targets and productivity goals has sales reps in a bind. To make the job easier, one of the first few tasks you may have undertaken is deploying technology. However, adding tools to the mix may not be the solution. As more and more sales tools come into play, you increasingly rely on digital…
For sales and marketing professionals, managing and nurturing leads and prospects is a critical function that can make or break a deal. Salesforce and Outreach, two powerful tools in their own right, have emerged as game-changers in this regard. Outreach is a unified sales engagement platform that facilitates your sales opportunities and improves productivity. It…
Hitting targets is one of the topmost goals for any sales rep. Understandably, all sales teams want to perform consistently well and achieve their goals. But if you’ve seen your teams struggle in the last few years, you’re certainly not alone. A recent crowdsourced survey by SaaStr shows that only 18% of sales teams hit…
When it comes to weather forecasting, experts use historical weather patterns, current atmospheric conditions, and advanced technology to predict future weather. They anticipate whether it will rain, snow, or be sunny. The better their data points are, the better their predictions. Similarly, Predictive Sales Analytics examines past sales data, market trends, customer behaviors, and other…
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