Research

SaaS Research Articles for Professionals

Explore our sales training resources and articles featuring topics like sales coaching, sustainable growth, customer success, and demand gen.

Winning by Design Stakeholder Meeting
Structuring a Stakeholder Meeting
The Stakeholder Meeting is one of the most critical steps in a provocative selling process. It’s important to understand that a stakeholder meeting is not a sales meeting. The purpose ...
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3 MINUTE READ
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 ...
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8 MINUTE READ
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 ...
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3 MINUTE READ
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 ...
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5 MINUTE READ
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 ...
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7 MINUTE READ
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 ...
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17 MINUTE READ