I asked ChatGPT-3 a couple of questions and it confidently told me the most important attributes to consider when building an ICP for your SaaS business. If you’re looking for a framework to give sales reps access to your ICP, Zebrafi allows you to score every opportunity against your attributes. Read more…
Transformational Leadership: One of Mark’s sales reps was struggling to close a deal with a large enterprise customer. The sales rep was feeling demotivated and lacked confidence in their ability to win the deal. Mark knew that this was a great opportunity to use his transformational leadership style. He sat Read more…
As a SaaS company, understanding your ideal customer profile (ICP) is critical to building a successful business. The ICP is a detailed description of your target audience and includes demographic, psychographic, and behavioral data. Knowing your ICP can help you create targeted marketing campaigns, design products that meet your customers’ Read more…
What is a chief revenue officer, and why are companies hiring for the CRO role? What this sales executive could mean for your company. Why is the CRO role important? The Chief Revenue Officer in today’s organizations connects the traditionally siloed departments that target one of the most important functions Read more…
This post is all about the beginning steps to guided selling and why it is crucial for your business to succeed. Steven Spielberg is to movies as Guided Selling is to B2B Sales organizations: The best thing in their industry. Gartner has stated: “Artificial intelligence (AI) functionality has permanently transformed Read more…
The Top 6 Things to Look for to Ensure You Hire a Great VP of Sales On the executive management team, the position with the most turnover is most often the VP of Sales. Hiring the right one is critical to success because business momentum starts with this position. And Read more…
Questions to ask your next VP of Sales in the interview process How do you determine if a VP of Sales candidate has the chops to be your next VP of Sales? Here are seven questions that will help you in the interview process along with a scoring system to Read more…
How do you find the decision-makers at your prospect’s company? It isn’t easy. Between the gatekeepers and the changing titles, it’s hard to determine who calls the shots, who has the power to decide, and who doesn’t need permission to add to the budget. Job titles don’t help. For the Read more…
How do you feel about change? If you feel uncomfortable, you’re normal. Most of us don’t like change. But change you must. This is important to remain adaptable in a rapidly changing landscape. One that unabashedly leaves the old behind. This includes how you need to realign your sales team. Read more…
The hard sell has been over for some time now, but many organizations haven’t received the message. The name of the game today is influence. And it is an underrated tool in the B2B sales world. The rise of the social media influencer is not a coincidence, and neither is Read more…
