Categories: Sales Leadership | Scaling Sales | Selling Technology
The CEO of Hubspot, one of the world’s largest CRMs, recently made waves with a LinkedIn post that began: “RIP cold outreach. Welcome, signal-based prospecting.” For most GTM leaders, this isn’t a new concept. Signal-driven sales is already a tool in their arsenal; but it’s one that’s been hard to master. Difficulty identifying signals, defining clear follow-up actions and tracking success across the customer journey mean cold outreach remains a strong revenue-driver for many organizations; even as AI is changing everything we know about building successful go-to-market operations. We’re not here to tell you that cold outreach is dead. But the real reason many organizations haven’t converted entirely to signal-driven pipeline is simple: successfully integrating signal-driven processes into the GTM requires a level of alignment across systems, people and process that most organizations lack. So, what’s the big deal with signal-driven sales, and what should revenue and sales leaders do about it? We’ll break it down in this blog.
Share
Categories: Sales Leadership | Sales Transformation | Scaling Sales
Revenue growth has never been more complex or more scrutinized.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Leadership | Scaling Sales
First principles thinking is a reasoning process used by some of today’s top innovators to look at complex problems through a new lens. The concept is based on Aristotle’s writings about first principles, which he called the “first basis from which a thing is known.”
Share
Categories: Differentiation | Sales Messaging | Scaling Sales | Unicorn Companies
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any private company – to reach a valuation of $1 billion without an IPO. As a revenue leader, your success is tied to securing growth, increased returns, and higher valuation. So what do unicorns and their leaders do differently that sets them so far apart from the competition?
Share
Categories: Customer Success | Sales Messaging | Scaling Sales
A recent piece by McKinsey notes that 80% of startups who landed Series A funding failed within eight years (n=3164). Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.
Share
Categories: Company Alignment | Sales Transformation | Scaling Sales
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
