Data Decay Might be Costing You Millions

There’s one thing, and only one thing, sales and marketing pros agree on about data decay – it happens. The frequency, impact, and prevention methods are debated. Some articles claim the average CRM data decays at least 30 percent annually (2.5 percent per month). Others say the rate is around […]

Prospectify Filters for Enterprise SaaS Sales

Grant Miller, Founder of Replicated, created guides with the hope of changing the narrative around enterprise, SaaS sales. From “how to sell to the enterprise” to “how to build for the enterprise.” SaaS builders and thinkers have surely felt the pressure to sell enterprise deals at some point in their […]

Can Your CMO be Sales-Focused?

In previous decades, such as the 1960’s depicted in Mad Men, sales were earned with simple creativity, gut instincts, and lavish dinners. This was the time to be a Chief Marketing Officer (CMO). Today, CMO has been called the most dangerous title around. After all, Don Draper never had to […]

How to Qualify Leads with Technology

Lead qualifying is ancient. Aristotle’s modes of persuasion (ethos, pathos, and logos) can be interpreted as steps of the sales process today i.e. ethos = establishing authority. Lead nurturing and scoring is the natural evolution of the process. And should be standard protocol.   The 2017 Demand Generation Benchmark Survey […]

The 4 Cornerstones of RevOps

RevOps is the opposite of functional silos. It’s the alignment of sales, marketing, and customer success. SaaS companies vary in structure. Different departments with different responsibilities, fluctuating headcounts, even KPIs are calculated differently. SaaS companies also move fast, break things and don’t suffer from corporate paralysis. This makes collaboration possible […]

SalesLoft and Prospectify Partner

I’m thrilled to let everyone know that we’ve partnered with SalesLoft and integrated Prospectify with Cadence. This one is super cool for me because Kyle and I have known each other professionally for several years, and I’ve long admired his hustle. To add to it, I met a good portion […]

8 Steps to mitigating sales meeting no-shows

Sales meeting no-shows. It happens. As seasoned sales professionals, we know it happens. Many organizations even bake in a percentage of no-shows into their sales metrics. Often we spend hours preparing and researching for a big call, only to hop onto your meeting/screen share software and just … wait. Five […]

Sales Acceleration & ABSD

What is Sales Acceleration and what is Account Based Sales Development (ABSD)? Let’s Start with Sales Development. You can’t get to sales acceleration not account based sales development without starting with simply sales development, which is a lead qualification heuristic. Originally, the process involved sales development representatives (SDRs) dialing hundreds […]