Research

Featured Articles

Marketing, , GTM
Example customer journey for an enterprise account
How To Design An Enterprise Playbook Aligned With Your GTM
Moving upmarket to sell to larger companies is a typical stage in a company’s growth journey. But what’s the best way to make that transition easier and faster? After advising ...
View Article >
8 MINUTE READ
Marketing, , Demand Gen
Executive Contact
How to Engage Executives at your Key Accounts
Enterprise go-to-market teams are challenged now more than ever to engage executives to build pipeline and grow existing customers. At the same time, executives are more overwhelmed than ever with ...
View Article >
3 MINUTE READ
Customer Success, Remote Sales & CS, Sustainable Growth
What is missing from MEDDIC
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 ...
View Article >
5 MINUTE READ
Sales Development, Sales Process
Sales Kickoffs Have Evolved. Has Yours?
Sales Kickoffs Have Evolved. Has Yours?
It is becoming quite common across industries, especially in SaaS, to host bi-annual sales Kickoffs (SKOs). If you browse through the photos on LinkedIn in late January and again in ...
View Article >
7 MINUTE READ
Sales Productivity, Sustainable Growth
Compensation for SaaS sales organizations
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 ...
View Article >
17 MINUTE READ
GTM
SaaS Role Definitions
SaaS Role Definitions
The number of roles within the marketing, sales, and customer success teams at SaaS companies has become quite confusing in the last several years as organizations have embraced new org ...
View Article >
12 MINUTE READ