Sales Subteams

We look to loop in executives when there's a clear business issue, real momentum, and a reason their involvement will change the outcome of the deal. As much as possible...

I strongly believe that a mindset of preparation and curiosity is essential. We must always be prepared for the unexpected and look forward to the challenges that arise, ...

Multithreading to understand various different use cases within an account, asking for referrals from your champion.Land & expand for different product lines, where e...

One of the hardest things to do in Enterprise sales is to displace an entrenched incumbent. You won't win deals in the Enterprise by saying "our product is better", becau...

Marketing usually has a massive say on timeline and nurture campaigns. It's important to co-build with the sales and marketing team to make sure the touch points relevant...

This is how I see the real career path for Sales Development reps in an AI era...especially in a modern SaaS environments: SDRs won’t disappear. Low-judgment SDR work wil...

I love this question, and its one that I feel is an area of the business that is so tough to really say I have ever perfected. However here’s the simple framework I use t...

I started my sales career as a BDR way back when, so I have always had a soft spot for this role, and have put a lot of thought into what a great org structure would look...

Great question...and one that actually matters in a revenue org.The short answer is that company values only show up in sales when they are operationalized into the go to...

We monitor average order value (AOV), win rate, and sales cycle Length, along with essential sub metrics like discount level and pipeline conversion at each stage. Improv...

I often hear a few common concerns from enterprise prospects. These usually revolve around worries about the price, potential risks, getting locked into a single vendor, ...

In this case, I can only talk about tools that reps are using and not about the tools other departments use to support sales. I might not tell a secret, but sellers are ...

I would strongly promote that involving internal stakeholders in an enterprise deal is crucial for maintaining momentum and minimizing risk. For deals significant in size...

We must shift our focus from presenting broad data to delivering actionable, financially quantifiable strategic impact. Every insight must be tailored to the specific use...

Identifying decision-makers in SMBs with flat structures can be tricky because authority is often shared or informal. The key is to uncover influence networks rather than...

That’s a great (and common) question — and the short answer is no, AI won’t replace SMB sales reps, but it will transform their role significantly. If everyone uses bots ...

What is price? Price is just a number and it needs to be set into perspective. A solution that costs 1 € and brings 0 value is an expensive solution, when a 100k deployme...

When managing multiple SMB accounts, success comes from structured prioritization:Segment Accounts by Value and PotentialRank accounts using criteria like:Revenue potenti...

The desired average sales cycle should derive from your planning (Budget vs. resources). There are tactics to measure and reduce:1. Qualify EarlyUse frameworks like BANT ...

In SMB sales, success metrics should balance volume, retention, and customer value — with a focus on shorten the deal cycle and allow more transactional sales. I will foc...

Adapting your sales approach between family-owned SMBs and venture-backed startups requires understanding their very different mindsets, decision dynamics, and risk appet...

Balancing high-volume sales with personalized attention for SMB clients means scaling personalization efficiently. How I see it: 1. Segment and Prioritize Not all SMBs a...

I enjoy companies that operate from a set of core values & principles. Step one is to call out learning as core to the business's success.  Next, you should consider...

We're moving away from Playbooks and moving towards Personalized Agentic AI Coaching - just as we're moving out of the darkness and into the light...2020 was a powerful c...

The most exciting part of technology is also the scariest, it is always changing. I cannot be an expert in everything but if I stick to the foundation of what I do well ...

Everything with customers, new and old is about transparency for me. What is the onboarding journey we are providing them, does this meet their needs, are the right peop...

Evaluate the readiness of the opportunity by adhering to your sales methodology. Evaluate general potential of prospects by understanding your solutions fit to the strat...

To effectively manage complex deal structures and negotiations, it boils down to a deep understanding of the customer's objectives and their timeline for achieving them, ...

A vision why the rep and myself should invest time in pursuing the opportunity. This could be either helping to get a quick win or develop a big deal. Focus is crucial to...

Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calcula...

It's extremely important to build a network across the sales industry either by joining user groups or reaching out to your peers at other companies and asking for a " co...

I love nuture campaigns. It's important that the timing of them aren't over whelming to the prospect. You also have to be really good at building rapport in order to do t...

Be clear on your sales methodology and discovery best practices, there is several simple tools to use from BANT ( Budget Authority Need and Time ) to Situation, Pain, Im...

I love looking at your last quarter's deals and sharing source, industry, use case, PQL score, Titles, Tenure, number of employees, etc. As soon as a net new logo closes,...

The most impactful training I’ve seen — and implemented — shares these traits:Tactical and scenario-based (Real talk tracks, objection handling, discovery questions)Inter...

Great question — the most valuable experiences are often the ones that test you, shape your mindset, and reveal what really drives you. Looking back, the experiences that...

SDR teams can work with marketing to optimize web content to generate interest, run ABM campaigns, strategize events, and develop content to accelerate deal cycles. Other...

My advice is to keep it simple, leadership has a habit of introducing multiple tools, and worksheets ( excel or google ) try and have a single source of the truth that ev...

SDR leaders have a plethora of data to work with, but sometimes it is hard to know where to look. A good starting point is to map out your funnel and ensure you have a me...

Staying up to date on industry trends and sales enablement best practices is something that needs time to absorb the information to analyze if your organization needs to ...

Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: Divide new sellers...

I'll be honest, I've been in the Sales Enablement industry for a while and this is something that takes so much time to master and has so much nuance depending on your or...

In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across lear...

One word: outcomes. Sales enablement should (and needs to be) tightly aligned to business objectives & desired outcomes of the business/sales organization. When you ...

Sales is an ever-evolving sport and there is no sitting on your laurels if you want to stay ahead. Companies are constantly on the look-out for cutting edge technology to...

You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: Inbound request for enablement Substantiate with data (where &am...

Invest in data science to understand the type of customers that are purchasing your solution, look at why you are winning and more importantly where you are losing. Then...

If an account executive is sharing feedback (positive or negative!), here are a few questions you can ask to decide how to incorporate it. Is the feedback specific? To ac...

There are many of ways to incorporate feedback into your enablement work. One framework that has served me well is the, 'Successive Approximation Model (SAM)'. In summar...

By conducting a bi-annual survey and constantly checking in with them regularly. Attending their weekly meetings is a great start to becoming part of their team and real...