Have you ever lost a big sales opportunity without knowing why it slipped away? If so, you’re not alone. And there’s good news. Those lost sales opportunities can actually be great learning experiences if you take the time to conduct a win/loss analysis. In fact, by understanding lost opportunity trends, you can: Develop better sales strategies Improve customer service initiatives Create more effective marketing and sales messaging Adjust pricing to ensure a competitive advantage Analyze competitor activity and adjust accordingly In this post, we’ll explore what a win/loss analysis is, how t ..read more

Want to understand your customers better than—and before—anyone else? Develop a deep understanding of their needs and pain points? Predict what factors influence them to buy before they even speak to one of your sales reps?  Well, we hate to break it to you, but… your typical ideal customer profile isn’t gonna cut it. Why? Think about it.  Has a company ever selected your business as their preferred vendor simply because they are a software development company with over 5,000 employees, headquartered in the Northeast region and heavily invested in cloud-based ERP systems?  Or is ..read more

Ever wondered how RevOps teams truly measure their success? In a recent survey, 72% of RevOps teams highlighted revenue as their primary metric for success. While revenue is undoubtedly a crucial metric, there’s more to it than meets the eye. In fact, RevOps teams are evaluated based on a diverse range of factors that go beyond the dollars and cents. In this blog post, we’ll explore the other metrics and KPIs your team should prioritize. By understanding these essential metrics and KPIs, your team will be able to effectively communicate their contributions to not only revenue growth but also t ..read more

We see a common mentality around the cross-sell motion that it is the lowest hanging fruit possible in sales. Norman Gennaro, Zendesk’s President of Global Sales & Field Operations, says nope. “I think a lot of people underestimate how hard cross-selling can be,” he says. He’s seen this manifest throughout his career, including 16 years running sales consulting groups at Oracle, six years with AWS and another six (and counting) at Zendesk. The growth Norman has overseen at each organization relied on positioning a large number of products—and doing so sustainably, for the benefit of the cu ..read more

Wouldn’t it be great if you could just create a product, launch a landing page and then watch the sales start rolling in? Well, unless you’re selling a revolutionary product with no competition, you’ll quickly find out that that’s not how things work. You’ve got to create demand for your product before you can expect any sort of sales. And that requires a demand creation strategy that helps you build an audience of potential customers interested in and excited about your product or service. So, how do you go about doing that? The short answer is creating and distributing high-quality content t ..read more

Need help building the perfect sales tech stack so you can easily hit your revenue targets? We understand! We also understand that this isn’t always the most straightforward task. There are hundreds of options for sales tools, and it can be tough to know which ones are the best fit for your team. In this blog post, we’ll show you what to consider when building a new sales tech stack or evaluating whether you should add new tools to your current one. We’ll also share recommendations on 10 of the best sales tools that you can use to streamline your sales processes. But before we dive in, it’s im ..read more

Want to increase the lifetime value of your existing accounts with customer expansion (aka account expansion) strategies? Well, here are some questions you need to consider: How do you know if your customers are ready for cross-sells and upsells? When should you pitch those customers additional offerings? What do you say to make it clear that you’re promoting these offers to benefit your customers and not just use them to increase revenue for your business? If you’re not sure how to answer those questions at the moment, don’t worry. You’ll be able to by the end of reading this blog post. We ..read more

Endless meetings. A disorganized sales process. Communication that lacks clarity. These are just a few common pain points for B2B organizations. And, amid a looming recession, it’s never been more critical to resolve these issues ASAP. That’s why sales enablement can be an invaluable tool to help you navigate the choppy waters ahead and build a more efficient sales department. In this blog post, we’ll look at 7 sales enablement best practices that you can implement to optimize your sales team’s performance and remain profitable no matter what happens with the economy. Let’s get started.   ..read more

Successful companies grow fast by moving users swiftly through their pipeline. In an ever-evolving market, this requires frequent fresh approaches to revenue generation.  One method of supercharging growth (and used to success by companies like Slack and Candidly) is product-led growth (PLG). And with the impact of PLG on user adoption, customer satisfaction and revenue growth, it’s no wonder the B2B tech world lapping it up.  PLG emphasizes a user-centric approach. It prizes organic growth, fosters lower customer acquisition costs and focuses on faster time to value realization for ..read more

Every GTM motion in a RevOps organization has its own distinct function. Yet somehow, they’re supposed to collaborate darn near seamlessly. Data is the medium that facilitates that interdependence. It’s a common language that provides common context to everyone in RevOps, highlighting where resources are best focused and driving decision-making across the org. But all too often, that data lacks integrity, coherence and meaning. We see this perhaps most prevalently in a RevOps team’s ICP. Where nearly every other function benefits from updated tools and cutting-edge practices, the role of data ..read more