Scott Barton

Bottlenecks can typically be identified by your conversion rates within your pipeline. First, you should map our your buying stages. Typically this starts with Stage 0 (a...

You can use the framework below when managing/communicating up to the C-Suite or to other stakeholders. With the C-Suite, it can sometimes be helpful to think of a TL;DR ...

I really like measuring how many net new companies and how many net new people your sales team is reaching out to each month. Some companies only measure one (or none). B...

I think the key here is set proper expectations. You can still get team members to buy in to some of these metrics that may be arbitrary if you let them know that you mig...

I'm a big fan of the B/SDR role. It's a great way to learn the basics of sales, including how to build pipeline. This is a skill that you can carry all the way to the C-s...

The burnout can be very real here. Here's how I avoid it/manage it. Focus on what's in your control. I get less upset when things out of my control don't go my way. Take ...

The most important metric here is your attainment. Leadership is going to look here first as they'll want to understand how you performed against your target. They'll the...

A typical career path for someone that wants to stay as an individual contributor (IC) looks like this: SDR, SMB Account Executive, Mid Market Account Executive, Enterpri...