How to Establish a Critical Event
The critical event drives a prospect to make a decision
Definitions and meanings of commonly used terms, acronyms, and roles in the SaaS business environment.
Analyzing a deal
Asking why a deal was won or lost will help you forecast more accurately in the future. It will help you understand what worked and what didn’t and figure out how to drive repeatable success.
Become experts in Remote Selling
Use remote selling’s best practices to drive sustainable growth across your organization
GTM Playbook Development Kit
Use these components to build your own sales process
The Data Model
The bowtie funnel derives from the traditional funnel laying on its side, with the new funnel as a mirror image. The phases of the new funnel include maintaining impact, a recurring revenue stream and ...
The Mathematical Model
Historically, most of the actions taken in Sales and Customer Success are based on a LINEAR model (for example, to get more results, you need a higher volume of deals, or customers, etc.). As you lear ...
Non-Sequential Sales Process, Part 2: The importance of Micro-Actions
Here we go deeper into some of the key elements we picked up on in part 1 around asynchronous sales processes.
Go To Market Model
This video presents an idea how to structure your marketing, sales and customer success resources.
The role and impact of PLG explained
Following the trends in B2C, we see a growth of the Product Led Growth model in the B2B space. In this video Jacco explains how PLG works, what is the role of PLG, and how PLG impacts other GTM model ...