AMA: HubSpot Director of Sales, Sarah Mercedes (Osborne) on Sales Leadership

We run a consistent program referred to as What a Deal Wednesday (WADW). Every week, a different team within our sales org takes turns sharing a full breakdown of a signi...

There are countless ways to leverage AI for coaching, forecasting and call reviews and a lot of it comes down to the AI maturity of the individual and the company in term...

The first step in creating a strong hiring profile, interview process and ramp program is defining "what good looks like" for a top-performing AE at your company. This sh...

A couple things: Whenever you can build an action that requires reinforcement into your standard operating model where it is just considered part of the day to day proces...

Pipeline coverage! It's not enough to say deals and dollars created will get us to our quarterly target as we need confidence that the deal creation is leading to real op...