Why the VP of Sales is the Hardest SaaS Job

How to Actually Build Your Lead Conversion Funnel

Great marketers are adept at building great funnels. They craft targeted lead lists and ruminate and sweat over creating compelling emails and gated content and clever copy. They invest in great marketing operations systems that sequence messaging. And, of course, they expect Sales to do the heavy lifting and actually carry every prospect across the finish line -- quickly and efficiently -- and generate revenue.

Hiring the Right (and Maybe Remote) Sales Team in a Pandemic World

Great salespeople are always in demand. But so much has happened over the past year that has fundamentally changed the nature of organizations, peoples’ attitudes towards work, and how, when, and where teams work together.

How Humanizing (and Timing) The Customer Journey Can Increase Revenue

Viewing your prospect as a flesh-and-blood human and deciding exactly when you’re going to tap them on the shoulder with messages, demos, and follow-ups will not only deliver better results but will keep your brand from being an annoyance in a sea of sales messages.

The Funnel Disconnect - How Capacity Planning Keeps Leads from Fizzling Out

Setting Quotas versus Attainment

Setting Quotas versus Human Capacity

Quotas are necessary. They give individuals and teams clarity and challenge. Set yourself up for success by finding a balance of challenging and realistic expectations. Start by zooming in on the basis of your quota.

Mapping Out the Customer Journey to Make More Accurate Projections

The Two Funnels You Need to Master as a Sales Leader

There’s another funnel. As a sales rep you’re not likely to be aware of it, even though you had first-hand experience with it. As a sales leader, you are just expected to know it, even though someone else is almost always responsible for filling it.

Capacity Planning 101: Building a Sales Plan

Building a sales capacity plan can be a real challenge, especially if you’re doing it in Excel. In this post, I’ll dive into the math behind capacity modeling, and show you how easily doing it wrong could tank your entire company.