Category: Sustainable Growth - Winning by Design

Jacco van der Kooij In Remote Sales & CS, Sales Process, Sustainable Growth

The mathematics of enterprise sales to drive sustainable growth

Quotas are being missed. Targets are being reset. Benchmarks are out the window. For sales teams using all types of go to market strategies --- whether product-led growth, or field sales, or enterprise account sales --- the fundamentals are breaking down. Figure 1. Where sales is breaking down Reply rates...

Jacco van der Kooij In Customer Success, Remote Sales & CS, Sustainable Growth

How to transform to Remote Selling & Customer Success

A change has occurred, and companies must adapt their go to market to this new reality to achieve continued, sustained growth. Various economic and environmental factors (including increased competition, more pressure to reach profitability earlier in the company journey, and notably the recent coronavirus outbreak) are having a significant impact...

Jacco van der Kooij In Customer Success, Remote Sales & CS, Sustainable Growth

What is missing from MEDDIC

Nearly all sales methodologies, apart from Product Led Growth (Ref. 9.), were designed for a perpetual one-off sale. MEDDIC (Ref. 8.) is no exception. It has long been one of the most effective sales methodologies used in enterprise sales. However, as it turns out, its strength is also the chink...

Jacco van der Kooij In Sales Coaching, Sustainable Growth

Cultivating a successful sales culture

Creating the right culture is essential to any company’s success. The key pillars of a successful sales culture include a clearly articulated mission and revenue goals, the use of science-based methods, organizational trust, and ongoing sales coaching. The Importance of Culture The sales culture of a company will...

Jacco van der Kooij In Sales Productivity, Sustainable Growth

Compensation for SaaS sales organizations

Every organization should determine the right compensation plan for each individual sales role upfront using a proven target-setting model and a multitude of other factors. Companies should consider how to structure base and variable pay and then set forth the responsibilities of the role and the terms of compensation clearly...

Jacco van der Kooij In GTM, Sustainable Growth

The SaaS Data Model

The data that drives the SaaS methodology model can be categorized into three types: volume metrics, conversion metrics, and absolute time metrics. Each of these work in systems to drive the different stages of revenue generation: customer acquisition, recurring revenue, and lifetime value. Measuring Data Many organizations are excited about...

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Sustainable Growth