Posts Tagged ‘Sales and Marketing’

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Since 2007, The Bridge Group has tracked the Account Executive (AE) role and gathered data on how metrics and compensation change over time. We’ve partnered together to publish the 2017 SaaS AE Metrics Report and offer sales organizations a set of benchmarks to compare themselves against industry standards. This...

Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In my talk given at Heavybit as part of their developer-focused speaker series and community, I discuss how to design a great sales process, analyze the buyers journey, and shorten the time to customer conversion...

In my talk at the 2017 SaaStr Annual conference, the goal was to offer a simple model of a SaaS business and highlight key areas for optimization within the SaaS funnel. Watch the video presentation to learn the key levers a CEO can pull to make the greatest impact to their business. (video from SaaStr Annual...

Intro Sales development teams are taking a much more data-driven approach in recent years by closely tracking their metrics and performance. Benchmarking your performance against other companies offers a valuable way to see how your company stacks up against the competition. We have collaborated again this year with...

I recently sat down with Bill Macaitis. I’ve been a big fan of Bill’s since we brought him in as CMO at Zendesk. He has since gone on to be CMO at Slack. In an age where product gets most of the attention, Bill is the kind of marketer founders crave. He knows exactly what impact his marketing efforts are having. He...

Intro In the early stages of their business, founders often struggle to come up with really strong messaging to describe what they are selling, and this has a huge impact on their ability to raise money, find customers, and attract employees. This is not that surprising, as it can be really hard to arrive at great...

Intro Sales compensation is a more complex topic for SaaS/subscription revenue companies. Unlike traditional software sales, the job of sales doesn’t end when a new customer signs a contract. Instead, it is crucial to retain customers over many years, as that is how you maximize your revenues. In this blog post we...

forEntrepreneurs is focused on writing about pressing topics founders are encountering and sharing the best resources and advice we can find to help you build your company. Based on readers’ feedback, we’re sharing the top articles from forEntrepreneurs in the hopes that you gain some new insights as well. Please enjoy...

It’s just after the end of a quarter, and for VC’s that means many board meetings to review how portfolio companies have performed. Over the years of doing this, I’ve been shocked and surprised how many times I’ve seen good companies with great product/market fit miss their sales targets for an incredibly avoidable...

Survey results from 342 B2B SaaS companies on key inside sales metrics including group structure, ramp and retention, quota and compensation, activity & technology and leadership. Intro The SaaS model has become mainstream, and is everywhere. Gone are the early fears of data privacy and security, and now even late...

The following is a guest post by Tim Bertrand. I have the pleasure of knowing Tim since the late 1990’s when we worked together at my last startup. Tim now heads up world wide sales and field operations at Acquia, an Enterprise class cloud computing company founded by the creator of Drupal, Dries Buytaert. In this...

As most of my readers know, I am a big fan of Inbound Marketing. However there are times when inbound leads aren’t either enough, or the right kinds of leads needed to reach your best potential customers. In those situations, one tool worth considering is the use of a dedicated sales team to do outbound prospecting...

This article is part of a series titled “The Art & Science of Growth Hacking” that will be published over time. My thanks to Gail Goodman, the founder and CEO of Constant Contact for introducing me to this concept. Free trials and freemium products are two of the best ways to sell your product. They help the buyer...

It will surprise a lot of entrepreneurs to learn that building an e-commerce business with $10 million to $20 million in revenues is not that hard. It also surprises many to learn that it’s not actually that valuable. This is in stark contrast to, say, a SaaS business, which is very difficult to build to that level...

The Bridge Group have recently published a report titled: Inside Sales for SaaS Metrics and Compensation Report for B2B technology companies   The report is based on a survey of 197 B2B technology companies, and covers topics such as: Ramp and Retention Compensation and Quota Activity and Infrastructure Inside Sales...