\ Category: Sales Strategy

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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One Team, One Dream: Transforming Sales with a Unified Quota

One Team, One Dream: Transforming Sales with a Unified Quota

June 17, 2024

The Power of a Team Quota Model Like sharks swimming to stay alive, companies continually seek innovative strategies to boost performance and maximize revenue. A popular approach that is gaining popularity involves replacing traditional sales territories with a team quota system. In this model, every team member earns a commission based on the total annual…


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Navigating Complexity in Revenue Leadership

Navigating Complexity in Revenue Leadership

March 4, 2024

In today’s rapidly evolving business landscape, the complexity of B2B sales environments has reached unprecedented levels. Revenue leaders are increasingly finding themselves at the helm of intricate and multifaceted sales processes that require not only strategic acumen but also agility and foresight. The path to revenue growth is no longer linear but a labyrinth that…


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