The 2024 Benchmark Report is our latest dive into metrics and compensation for the AE role within SaaS companies. It summarizes the findings from leaders at more than 170 B2B...
Today we launch our 2023 Account Executive motions, metrics, and compensation research. This is our 10th iteration of this project since 2007. This edition will take ~6...
Sales professionals get promoted and make career transitions just like everyone else. Sometimes, they take their sales accounts with them; other times, the company needs to be...
When pitching products or services to potential clients, you will face objections. For a variety of reasons you will encounter hesitant buyers, and to make the sale, you will...
Trade shows and expos are necessary for businesses of all sizes to stay visible and competitive in their respective industries. However, with so many different displays and...
A memorable sales process is important to your overall career as a successful salesperson. Creating notable presentations helps you stand out from the crowd and make a real...
Last month, I just put together a presentation for a handful of VC-backed portfolio companies on building attrition into SDR planning. The broader topic was what happens to...
In the rapidly changing marketplace, salespeople who stick to tried-and-true sales methods and techniques are likely to find themselves wondering where all their buyers went....
The idea of cold calling a complete stranger to pitch a sales idea is enough to terrify most people. For the modern salesperson, it's all in a day's work. It takes bravery and...
Many professionals are familiar with the 80/20 rule — also known as the Pareto principle — that claims that 80 percent of productivity comes from just 20 percent of inputs....
The U.S. economy may be slowly recovering, but home sales are still lagging according to reports from Bloomberg and The Wall Street Journal. A series of lower-than-expected...
Some people are born to sell, while most others have to really work to develop the necessary skills and competencies to succeed. Whether born or made, a great salesperson needs...
Reducing stress in the workplace increases your productivity, and it can help you increase your sales. If you are able to stay organized, keep a detailed calendar and keep...
A commission-based job can be a great opportunity to increase your earning potential - but only if you have what it takes to succeed in this kind of role. Not everyone is cut...
Communication is easily one of the most valuable skills for a salesperson. Sales scripts are becoming more and more important as the atmosphere of retail and sales changes....