Tune into conversations with enterprise revenue leaders
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Revenue leader Caroline Holt recently spoke to Abhijeet Vijayvergiya about navigating a complicated sales tech landscape, how to make tools work for reps and how to drive ROI from sales tools. She also stressed on why sales reps need to be deeply involved in the selection, implementation and championing of sales tools. Extracting value from…
RevOps tech stack expert Don Otvos recently spoke to Abhijeet Vijayvergiya about the components of a modern revenue stack, how to make tools work for reps and how to steer clear of messy CRM data. He also shared some practical examples of how he uses data to drive better decisions at LeanData. Here’s the link…
As a RevOps leader, you must be busy preparing for your Sales Kick Off (SKO) for 2024. With so many challenges being carried forward from the last two years, are you wondering what a modern SKO might look like for the coming year? The approach you take must communicate your go-to-market strategy for the year…
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…
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…
For a B2B sales team, it is mission critical to be a trusted advisor to the buyer, identify process gaps early on, enhance sales training, and offer consistent and compelling messaging. Why are some reps doing better compared to others? Why <50% sales rep meet their quota? Are the reps building the right relationships to…
Sales meetings are important to align, coach and motivate your team. However, incorrect cadence and inefficient activities create a negative perception within the team and it is not considered as an important tool for team success. Consider using the below mentioned tips to focus on what matters and help everyone stay productive. 1. Enforce a…
A lot of businesses have been relying on third-party data for years to target their buyers. However, changes in data collection methods, an increase in privacy regulations and a move to a cookie-less world is forcing businesses to move away from reliance on third-party data. This has shifted the focus to first-party data and its significance in…
You started with a great idea, managed to put the funds and founding team together, went through weeks and months of burning midnight oil, endless iterations, deep frustrations and necessary pivots. You have reached a point where you are now part of the lucky few (less than 10%) startups that hit that elusive product market…
Sales productivity is an essential pre-requisite of achieving revenue success, particularly during the current business downturn hitting B2B companies. But it’s easier to aspire for than to make it a reality. Lack of productivity in sales can lead to shortcomings in processes, pipeline visibility, and sales execution, ultimately causing revenue leakage. In fact, 81% of…
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