Here we are, deep in our exploration of unit economics and capital efficiency — mostly for SaaS companies, but with applications to others. Apparently you’re still with me. Thanks for hanging in there. To catch up: Unit economics is really…
In Part 1 of this article, I took a shot at explaining unit economics for SaaS companies and drew the conclusion that there is only one question on the table: How fast can you improve your sales performance to bring…
The folks at InsideSales.com just announced they have raised $17M from an unnamed strategic investor. In that announcement, Dave Elkington said that investors are paying a lot more attention to “unit economics.” I was about to forward the announcement to…
I get asked this question a lot at conferences, usually by a sales development manager in the next seat as we listen to a tips and tricks presentation: “How long should it take to onboard an SDR?” My answer, usually…
In Part 1 of this two-part blog series, I laid out a five-sentence script that I recently prescribed for a CEO/Founder (C/F) of an early-stage company to help him set sales meetings with prospective customers. Now, here’s the breakdown of…
I’ve never been much of a script guy. In fact, you might say I’m an anti-script guy. I’ve been known to present to some pretty sizeable, and important, audiences with not only zero slides, but pretty much zero prep —…
In Part 1 of this two-part blog, I exposed two problems that can arise when a salesperson too quickly decides that a prospect is unqualified and not worth wasting time on: THE FALSE NEGATIVE PROBLEM A sales rep dismisses a…
In a narrow sense, the purpose of Sales as a function is to secure fresh revenue. It could be revenue from a new logo, a renewal, an upsell, or a cross-sell; but it is all just revenue, green and fresh…
My professional universe is all about helping good salespeople have lots more conversations. The easy part is delivering the conversations. By letting a sales rep push a button and have a conversation with a decision maker in about 3 minutes,…
Here’s something I hear a few times every week: “I love the idea of my SDRs having 50 conversations a day. Let’s talk after I get my lists in shape.” Sounds logical, doesn’t it? After all, who wants to call…