Category: Sales Teams
-
Sales Stages for a Departmental, Trial-Driven SaaS Process
The sales process for SaaS products with trials differs significantly from traditional sales cycles. Prospects can do most of the sales cycle with a free product available without engaging a sales team. The burden shifts dramatically to the selling organization to provide value at every process step. BANTing someone isn’t the right approach. Instead, sales…
-
SDR Staffing Metrics – Start with Lead Quality and Volume
My last post dealt with five successful ways to deploy BDRs/SDRs for an organization. Use case #3 was inbound lead catcher. With this strategy, a BDR processes inbound leads and moves them to the next stage in the buyers journey. This post deals with understanding the capacity requirements to successfully implement this approach. When BDRs…
-
BDRs – Five Use Cases for Success
(How not to build then dissolve your BDR team) There are a couple of flip flopping decisions that companies make on a routine base. Product marketing, for example, flips between marketing and product management. Product management is sometimes its own function, but other times it gets stuffed into engineering. Customer success teams can come and…
-
Let the Sales Team Set Your Scoring – Beyond Basic Lead Scoring
At my most recent talk at MarketingNation, I asked the audience how many people used lead scoring. Nearly the entire audience raised their hand. Then I asked how many people allowed sales to set the scores, just a few hands shot up. This was surprising since marketers that don’t allow sales to set scoring are…
-
Lead Quality’s Impact on Sales Staffing and Margins
A post on HubSpot this morning titled “Check Out This Chart: The Rise of Marketing Is Killing Off Jobs In Sales” spurred me to do a quick analysis of lead quality vs. sales headcount. Why have I been thinking of this? With a fixed call volume for an inside sales team, the more leads you…
-
Sales Kick Off – Most Companies Spend Time on the Wrong Activities
B2B CMOs not only need to measure demand generation, but also the status of sales enablement as this is a key function of product marketing. Ongoing measurement of sales preparedness helps to prioritize what types of training the sales team requires to effectively convert MQLs to opportunities. It is around this time of year when…