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.

account based prospecting
Account Based Prospecting and Marketing and Metrics
Metrics to help measure the effectiveness of account based prospecting: Database Coverage Engagement Score Conversion Rates Volume Targets A company-wide account based prospecting dashboard could look like this: Green: # ...
View Article >
4 MINUTE READ
customer success
Customer Success & Account Management by Company Stage
The right structure for your customer success organization often depends on the type and stage of your company. Typically, you will start your customer success organization with a couple of ...
View Article >
2 MINUTE READ
Client Kickoff Meeting Customer adoption curve
From Client Kickoff Meeting to Customer Success: The Customer Adoption Curve
When you a sign a new customer, that customer goes through a journey that is very similar to any change management journey and also famously documented in the Gartner Hype ...
View Article >
2 MINUTE READ
When to Hire Account Managers Before Sales Development
When to Hire Account Managers Before Sales Development
There are (at least) two different sales POD designs depending on the percentage of your business that comes from existing customers. A standard sales POD used for medium- to large-sized ...
View Article >
2 MINUTE READ
3 Phases Of Go To Market Fit
Three Phases to Get to SaaS Go To Market Fit
You need to design and iterate on your Go To Market Fit with the same discipline as you are approaching Product Market Fit. Typically, companies will go through three phases ...
View Article >
2 MINUTE READ
Account Based Advertising Strategies for SaaS Companies
Account Based Advertising Strategies for SaaS Companies
We hosted an invitation only event for Storm Portfolio companies and Winning By Design Customers about Account Based Advertising. We had three speakers share hands-on best practices and tips: Lin ...
View Article >
3 MINUTE READ