Category

GTM

SaaS Go To Market
There are blueprints to designing your SaaS Go To Market from SaaS Demand Generation, Sales Development, to SaaS Sales and Customer Success. You don’t have to reinvent the wheel.

Building an Inside Sales Team?

This article is for people who are building SaaS sales teams, and in particular those who are recruiting for inside sales teams that consist of inbound & outbound Sales Development Reps (SDRs) and Sales Managers (AEs). A MESSAGE FROM A NEW GENERATION I’d like to ask you to watch the video…

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Evolution of Sales Organizations

Sales Organizations

Sales organizations keep evolving. Whenever I work with a client, I determine where they are in their evolution as a sales organization, vs. where their business is at, and where their business is going. Why? As a “sales designer” my first task is to model each unique organization’s infrastructure so…

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The Five Stages of SaaS

The Five Stages of SaaS

Today clients are able to try & buy a service online, and pay for it monthly. With this change, B2B sales organizations must re-define the goal, the role of sales, and with it re-establish five simple sales stages. Open door? So why do most SaaS sales organizations still work towards…

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Impact of Online on B2B Sales

B2B Sales

Over the past years, a lot has been said about the online journey and how this is impacting the way clients buy. In this week’s sales talk I like to share with you how I experience the impact online has, on B2B sales, across the different SaaS companies I work…

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