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Buyer Centric Funnel Design

In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer’s head to increase funnel conversion rates. In the talk, I cover:

  • How to design and build a buyer-centric sales funnel

Bridge Group 2017 SaaS AE Metrics Report

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

Optimizing the SaaS Funnel from Top to Bottom

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

12 Key Levers of SaaS Success

This presentation is from my talk at the 2017 SaaStr Annual conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most

A Strong Team Starts at Onboarding

An Interview with Andrew Quinn of HubSpot

Having a high performing team means:

  • Hiring the right people
  • Creating a structure and culture for them to do great work
  • Equipping them with the knowledge and skills to work effectively

These first …

How Investors Validate Your Bookings Forecast

We have just gone through the time of year when startups present their 2011 plans to their boards for approval. In many ways, these meetings are very similar to the meetings we have with new startups that have projections for …

How MySQL solved their Sales & Marketing challenges

An interview with Lesley Young, who was the VP of worldwide Sales for MySQL, and then head of sales for the MySQL division within Oracle. Few products are as well known as the ubiquitous MySQL database. The company behind the …

Designing Metrics for Success

Great companies are almost always run by great management teams. And great management teams know that the only way to improve a process is to start by measuring it. Good metrics should also be actionable, and drive successful behavior. In …