Software companies buy software! It’s a truth universally acknowledged that the rise of Saas solutions has exploded the number of different software tools a company purchases. Unshackled from traditional IT constraints, anyone with a credit card can purchase a point…
Evaluation Funnel processes at many organizations are often imperfect because of the separation of sales and marketing and the different metrics they’re measured on. Compounding this is that marketing and sales operations teams often work in silos, or at least…
An integrated sales process is a comprehensive approach to selling that aligns all of your sales and marketing efforts to achieve your business goals. It involves integrating your marketing, sales, and customer service functions to create a seamless experience for…
Challenge When a new CRO came into the company, they were looking for one place to understand the health of their business. Solution Analytics Framework Rather than define reports solely for internal departments, we looked at defining clear customer engagement…
Problem The company’s products had strong market fit, but to grow, the company was adding additional products and selling to more senior buyers. The legacy marketing messaging and sales playbooks were focused on technical buyers who did not have access…
The biggest example of entropy in enterprise business has to be the sales portal. This can be a dumping ground from all parts of the organization who follow the mantra “more is more” and cleaning it up can be politically…
Company/Revenue/Sales Kickoff events are the ultimate program management challenge. Pulling off an event of this scale takes at least a quarter and ideally discussions should be started 6 months ahead of the event. Steps include:
The ROI of a strong onboarding program is huge in two main ways: The best onboarding programs consist of a series of activities, both self-paced, virtual and in-person that progress them through a measurable set of activities that arms them…
Problem Sales leaders at a B2B software company were frustrated with the QBR process. It took reps countless hours to populate a slide template to present at their QBRs, and they often mis-entered data, or took screenshots of salesforce pages…