\ Category: Sales Outcomes

Prospecting: It’s Not Just for SDRs

July 5, 2024

As a Fractional Chief Revenue Officer (CRO), one of the most frequent topics I discuss with prospective clients is the evolving landscape of demand generation and the indispensable role of prospecting in the success of SaaS sales teams. Since 2022, it’s become significantly more challenging to increase the number of qualified leads for SaaS companies,…


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The Return of the Full-Cycle Sales Representative

The Return of the Full-Cycle Sales Representative

July 1, 2024

Why the Old Way Is Making a Comeback  The tech sales landscape has undergone a radical transformation during the SaaS era. The prevalent model in many organizations today involves segmenting the sales process, where initial sales are handled by dedicated sales reps, and the responsibility for upselling and renewals is passed off to a Customer…


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Streamlining Tech Stacks for Enhanced Productivity

Streamlining Tech Stacks for Enhanced Productivity

May 6, 2024

Revenue teams in 2024 have more tools available to them than ever before. The typical SaaS account executive will use more than a dozen tools and applications in the course of their week. With so many tools demanding attention, efficiency is the key to staying ahead of the competition. Yet, many sales teams find themselves…


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