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.
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Categories: Sales Coaching Tools | Sales Enablement Technology | Sales Transformation | Selling Technology
There are thousands of AI tools for sales teams, but it can be hard to discern what is the best fit for your organization’s goals and needs. To generate repeatable success and measurable impact, you need more than just automation of the same old processes; you need tools that can reveal deeper insights, prompt action that moves deals forward, and align with a methodology that helps your teams win bigger and more often.
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Categories: Sales Messaging | Selling Technology
Artificial Intelligence (AI) is a fast-growing new market sector. Recent estimates show more than 75,000 AI companies exist, with more than $107B invested in these types of companies over the last two years.
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Categories: MEDDICC | Sales Qualification | Sales Transformation | Selling Technology
With funding comes responsibility. In the SaaS world, you don't have time to wait. The global SaaS market is growing more rapidly than even optimists projected (18%), and we’re right at the center of it. Over half of the SaaS firms in the world are located in the US.
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Categories: Product-Led Growth | Sales Leadership | Sales Messaging | Selling Technology
The product-led growth (PLG) era marks a disruption in how SaaS companies interact with customers. A good working definition of PLG is that the product itself is the vehicle for acquiring, retaining, and expanding customer accounts. PLG companies share some characteristics. First, their solution is a significant upgrade from the previous status quo. Second, freemium or open-source versions usually feature a frictionless (meaning minimal human interaction) customer experience. Not every company has these characteristics. But the reality is that customer expectations have shifted, and the most successful companies in today’s B2B tech market are borrowing from the PLG model in order to satisfy the demand for a frictionless approach to customer engagement. Whether your company drives revenue from more traditional sales-and-marketing-led efforts or has a purely PLG-driven approach, the fundamentals of selling SaaS Solutions remain the same. Organizations get ahead of competitors by:
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Categories: Customer Success | Differentiation | Sales Leadership | Selling Technology
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace. When CS is able to maintain continuity through handoffs and convey value through the post-sale stages of the customer relationship, organizations reap the benefits of high renewal rates, reduced churn, and increases in Net Retention Revenue. For revenue team leaders selling HiTech solutions, we’ve designed this leader playbook for improving CS execution. Dig in for more strategies and thought leadership from leaders who’ve built and leveraged elite CS teams.
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