Sales

The Art of the Pre-Sale

July 25, 2018

Sales engineering goes by many names. Field consultants. Technical account managers. Product managers. Product advisors. The list goes on and on.   Whatever specific professional title you want to assign to this sale position, it is a pivotal point of view for any organization. And in reality, it is somewhat of an art form.  …

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5 Tips to Be a More Successful Sales Engineer

July 20, 2018

Given the low up-front costs, scalability and ease-of-setup of most software as a service (SaaS) platforms, getting people to sign up is typically the easy part. It’s getting those customers successfully up-and-running that is the challenge. And in B2B sales, a seamless integration can mean the difference between a long-term customer and a disappointing cancellation.…

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How to Evaluate Compensation Packages

July 17, 2018

Receiving a job offer from an up-and-coming startup is exciting. It can also be confusing, especially when it comes to determining what their proposed compensation package is actually worth. Often times, early-stage startups are balancing cash offers with equity – this means they are offering partial ownership (typically a very small portion) of the company.…

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How B2B Companies Attract Top Sales People

July 12, 2018

Today’s talent shortage is increasing at a rapid pace and as a result, hiring managers are finding it more and more challenging to attract and recruit good employees, particularly when it comes to those in the sales field. With dozens of other companies vying for the attention of top candidates, it can be difficult to…

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5 Moves Smart Leaders Make When Hiring in a Tight Labor Market

July 6, 2018

This year marked a milestone in the employment world when it was announced that there are now officially more open jobs than there are people to fill them. What that means from a hiring manager’s perspective is that it’s becoming much more difficult to locate, recruit and retain talented workers. Couple this with the fact…

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How Sales Ops Can Deliver More Value to Your Sales Team

July 5, 2018

When it comes to the super stars of sales, it’s the reps on the front lines that tend to get all the glory. After all, they’re the ones in the trenches, working hard to close deals, make more sales and generate more revenue. What many fail to realize, however, is that behind every rockstar sales…

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How to Build Your Sales Ops Strategy

July 3, 2018

In order to hit revenue and growth objectives, organizations must have strategic sales operations. With the right sales ops strategy in place, the sales team will be able to perform their jobs at the highest level, working efficiently, closing more deals and generating as much revenue as possible. This involves leveraging the right data and…

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How Sales Operations Can Help Close More Deals, Faster

July 2, 2018

Sales reps get a lot of credit for the hard work that they do, and for good reason. After all, they’re the ones officially closing deals and generating much-needed revenue. But it’s the folks behind the scenes – the sales operations team – that are truly the unsung heroes of sales.   These individuals work…

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Building Sales Ops in a Startup – How It Will Help You Scale

June 29, 2018

If you’re looking to grow your startup rapidly, the single most powerful weapon you can have in your arsenal is sales ops. Think about it. One of the biggest hurdles to rapid scaling is the sales force. At some point, if you haven’t reached that point already, you’re going to need to hire a sales…

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sales-operations

5 Sales Operations Best Practices

June 28, 2018

The sales operations team is responsible for handling a wide variety of tasks, from the tactical to the strategic to the analytical and everything in between. Companies rely on sales operations to handle everything from forecasting and reporting to managing the CRM to educating reps, setting compensation structures, mapping out territories and so much more.…

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