What makes your top-performing reps so good at selling? Maybe you assume they’re just naturally talented. That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you have a never-ending pipeline of A players to hire.)
We’ve entered an era where how you sell has become as important as what you sell.
As a Sales Manager, it’s important to focus the efforts of your team on the behaviors that matter. That said, it can be tough deciding where to steer the ship sometimes, as there are so many tactics and techniques that are deemed “the most important” by various sales leaders and business publications. But, ultimately, it doesn’t matter whose advice you adhere to if you aren’t putting it to work at the right point in the sales pipeline.
SaaS revenue recognition can be complicated and with ASC 606, it’s become even more challenging.
Stuck Making Growth Decisions Based On Best Guesses?
You can’t grow your software company without continuous feedback from your customers. Your sales, marketing, product, and customer success teams all need to spend quality time communicating with customers. But no customer wants to see an email or hear a voicemail that leads with “I was just checking in to see...” Jocelyn Brown, VP of Customer Success at marketing performance management software company Allocadia, uses real-time user data to ensure customer contacts are insightful and meaningful. In less than 90 seconds she explains how customer data helps Allocadia, a software company with an 852 percent revenue growth rate since 2013.
Mallorie Brodie, co-founder and CEO of construction management software company Bridgit, knows early sales traction is pivotal to the success of any software startup. Here’s a 90 second explanation of how not playing the "founder card" helped write this startup’s sales playbook. Stay tuned for the April issue of Software Executive for more on this software company's success story.
From filling the funnel with marketing activities to engaging the prospect in a sales conversation, here are six tips for improving the process you use to move a prospective buyer from interest to revenue.
The CEO of an international software company operating globally in 14 countries, with customers in more than 120 countries, outlines his expansion strategy.
If you’re one of the 80 percent of B2B companies with marketing dollars allocated to events, keep reading – especially if you’re a software company that hosts its own partner/user conference. If you’re not part of the event world, you should know Forrester ranks trade shows and events as the second most effective marketing investment behind your company’s website (but convincing you to enter the events business is another article for another day). When done right, partner/user conferences are a proven way to reduce churn, generate revenue, increase engagement, gather feedback, and create excitement about new products or features.
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