What advice would you give to someone tasked with taking the sales function up market in an existing business structure?

Good question! Taking a sales function up market in an existing business can be one of the most challenging but lucrative transformations of an organization. Often in the...

I have a lot of thoughts on this question. First and foremost, it’s critical to deeply understand your core customer, their needs, and most importantly the why behind goi...

This is a great question and a task that I was asked to take on for Vanta twice over the past two years - first helping us break into the mid-market, and later helping us...

Moving up-market is no easy task. It adds a great deal of complexity, precision, and requires more people, processes, workflows, and technologies to do it effectively. T...

Here's some advice I would give to someone tasked with taking the sales function up-market in an existing business structure: *What sales cycles are repeatable that have ...

Moving upmarket—selling to larger customers with more complex needs—is a major growth lever and very exciting! But, it’s also a shift that requires new thinking, new proc...

If you are tasked with taking the sales function up market in an existing business structure, here are some pieces of advice that you may find helpful: Understand your t...