Sales Management A Practical Guide to Renewals, Upsells and Customer Success For many SaaS businesses, the renewal event is an opportunity that allows them to re-engage with their customers in a full review of the success of their relationship to-date and define the objectives for next contractual year.
Agile Sales From Cutting Diamonds, To Closing Sales: How Taylor & Hart Run Their Sales Team As CEO at Taylor & Hart, I've always been selling. I was our very first salesperson and have hired every single salesperson since. While I think of myself as a reasonably good salesperson, I was not entirely sure how I should manage and run our growing sales team.
Agile Sales Sales Team 2.0: How to Make Sales Agile (SaaStr Europa Video + Transcript) Back in June I spoke at the first European SaaStr event in Paris. My presentation explored the effects of the super high attrition rates and lack of knowledge sharing, and collaboration defining most SaaS inside sales teams.
Guest Post What’s The Point Of Sales Targets? Guest post by Terry Russell from Terry-Russell Ltd. Terry talks about the importance of understanding salespeople personal motivation (their professional WHY) and how to leverage it in order to build a strong plan that helps achieve their purpose.
sales Ops Heresy E9 - Elaine Mao, Global Head of Sales Ops & Strategy @UBER In this episode of the Heresy podcast, we are joined by Elaine Mao - Head of Global Sales Ops & Strategy at UBER for Business. As one of the fastest growing companies and
Agile Sales The Cold Call is Dead “Why aren't you calling more?!” A shout heard in sales rooms up and down the land. Why aren't you calling more people? Why aren't you emailing more people? Why aren't you setting up more meetings? But more does not equal better.
Agile Sales Churn Is The Silent Killer Of Your Sales Team Every bad sales room has the same vibe—one of constant tension and animosity. Everyone is in competition, and everyone is at unease with their “team” mates. This is a function of the
Agile Sales Anatomy of an Agile Sales Team: The Three Must-have Roles If you want *people to buy from your people*, your people have to be the best people. You can only become the best in any sphere of life from learning from your peers and those better than you. This is what the Agile sales structure and roles provide—a superior learning experience.
Podcast Heresy E7 - Tom Castley, VP Account Management EMEA @Apptio on selling disruptive technology In this episode of the Heresy podcast, Dimitar speaks to Tom Castley, Regional VP Account Management at Apptio. This is a MUST-listen to episode for any startup founder or individual sales contributor. It's
Sales Leadership Prove, Understand, Scale: Stack Overflow's 3 Phases of Building a Sales Team Sales should be all about the team working together towards a common goal. We've talked about how Agile teams work together, but what is your common goal? The simplistic answer is selling more, but that answer doesn't help your team.
Agile Sales Sex, Drugs and Burndown charts If you have ever run a distance race—whether it's a 5k or an ultramarathon—you will know the feeling of seeing the finish line come into sight. No matter how tired you were feeling, you suddenly get that burst of adrenaline and energy, enough to carry you over the finish line.
Agile Sales Leveraging the Wisdom of Your Crowds In Sales In 1906, the great scientist Francis Galton, father of meteorology, forensics, and, unfortunately, eugenics, decided to take in his local county fair. Among the refreshment tents and prize marrows, he came across a
Sales Metrics Poker, Coffee Mugs and Overvalued Opportunities: How the Endowment Effect Gets in the Way of Hitting Your Sales Quota If you play poker, you would have most likely heard this saying: In poker, the person who wins is the one who wins the hand. The runner-up is the one who folds first.
Agile Sales Taking Back Control of Sales A great salesperson is the most knowledgeable member of your team. They know everything about your customers, everything about your product, everything about your company. Learn how to help them thrive.
Case Study Case Study: How Trello use Heresy to make the most of their Salesforce.com data Trello increased their average deal size by 48 percent while using Heresy, check out this case study to find out how.
Agile Sales The Meaningful Sales Standup Sales meetings suck. Learn how to run morale-boosting, knowledge-sharing sales standups that your reps will look forward to.
Sales Management Are you tracking the 5 critical metrics for high performing sales teams? No two sales teams are the same and they all need managing differently. However, keeping an eye on these metrics should put you in good stead to help your team perform at their best.
Agile Sales Team of Teams: What an Agile Sales Team Looks Like In most sales teams, team dynamic is badly damaged. Learn how to make your sales team happier and more successful the agile way.
Case Study Case Study: How Pact use Heresy to organise their sales team "One of the big challenges is how you're going to structure the sales team. The sales operation, remuneration, bonus structures - all of these things require a level of insight I typically
Podcast Heresy podcast 5: James Parton, Former Head of Europe @ Twilio on developer-led sales In this episode of the Heresy podcast I talk to James Parton, the former Director of Europe for Twilio. James and I compare notes on our experience being the first European employee for
Podcast Heresy podcast 4: Terry Russell, Sales Coach @ JustEat & Funding Circle on scaling sales A couple of months ago I sat down with Terry Russell to talk about all things sales. Terry is an executive coach who’s worked with some of Europe’s best startups to
Sales Management Full-Stack vs Specialised Sales Team What is the difference between full-stack and specialised sales teams and why should you care? Read this article to find out.
Podcast Heresy podcast 3: Alan Kenny, GM Europe @ Mimecast on the sales lessons no one told you about Last month, on the Heresy podcast, I caught up with Alan Kenny, GM Europe at Mimecast. Mimecast is a cyber security company listed on the NASDAQ, that employs over 900 people. Tune in
Sales Sales as a Complex System — The importance of Micro vs Macro Sales Almost every organisation thinks of sales the wrong way. If you think of sales as a complex system, it will help you to improve performance and scaling will be a doddle. Learn more now.
Podcast Heresy podcast 2: Kristen Habacht, VP Sales @ Trello on growing a sales team Behind every great company, there’s a great sales team and behind every sales team, there’s a great sales leader. Last month I had the opportunity to talk to Kristen Habacht, VP