The 3 Presales Metrics That Matter
Presales leaders are familiar with the same story. The business wants to add quota carrying sales reps, yet no one is sure how many presales team members need to be...
Show Me Your Technical Funnel
Every business wants to be more predictable when it comes to bookings and revenue. So why do so many companies consistently miss their forecast? It’s because they’re overlooking their most...
Boosting Sales Growth Efficiency
Sales growth efficiency is an easy metric to track. So why do sales leaders have such a hard time hitting their goals? It’s because they’re consistently overlooking the main levers...
Product or Sales Company – Why Choose?
According to conventional wisdom, there are two kinds of companies: sales companies and product companies. Sales companies bring in revenue the old-fashioned way, with salespeople. The products tend to be...
The CRO’s Secret Weapon
Anyone who thinks sales is all about golfing and glad-handing should see the to-do list of a new CRO at a B2B software company. A three-martini lunch it isn’t. A...
Why Convention is Killing Your Product
If software as a service is the promise of continuous delivery and innovation, why does it seem as if your product keeps holding back your sales? Conventional wisdom and product...