Enterprise sales reps typically have taken a top-down approach, talking to C-level executives since they’re the gatekeepers of the budget. But in the last decade, we’ve seen a shift to … Read More
Today is the 500 Startups Batch 20 Demo Day in San Francisco, CA. The startups will pitch to an audience of Venture Capitalists, Angel Investors, and decision makers at large tech companies, … Read More
You’ve heard about the importance of data-driven insights and you likely already use data to inform prospecting, but if you’re like most salespeople, you know you can take it one … Read More
Sean Ellis, CEO of GrowthHackers, and Morgan Brown, COO of Inman News, launched a new book today called Hacking Growth: How Today’s Fastest-Growing Companies Drive Breakout Success, from Crown Business. … Read More
Every sales professional has a process and a workflow they follow when interacting and nurturing a lead. But, not every process involves intelligent lead enrichment. Lead enrichment aides in earning … Read More
In an early-stage company, all leads are precious. They’re proof of product-market fit. They’re your route to revenue. They’re a great predictor of your company’s success. And if you’re like … Read More
Every single sales rep has encountered this nightmare scenario. They are talking to a lead who is incredibly excited. The lead is desperate for the product, with an absolute bullseye … Read More
You know the story…bears, porridge, beds and a tale of extremes – too hot, too cold, too big, too small. It’s hard to get things “just right.” Hiring your first … Read More
Do product managers at high-growth early stage technology companies need to have a technical background — or does it just not matter? Those in product management are probably already tired … Read More
Salespeople have more options than ever when it comes to doing outreach to prospective clients. Between texting, email, social media and good old fashioned cold calls, there are lots of … Read More
Companies currently interviewing for Y Combinator have taken the Internet’s advice to reach out to alumni to practice before they present, but unfortunately we don’t scale very well. When I … Read More
Today and tomorrow, Y Combinator’s Demo Day for the Winter 2017 batch is taking place at the Computer History Museum in Mountain View, California. The startups will pitch to an audience of Venture Capitalists, Angel … Read More
You’ve heard all the theory of Account-Based Sales and you’re sold. But putting it into practice is a whole new ballgame. You have to wean your sales team off their … Read More
South by Southwest (SXSW) is right around the corner, so we created a Public List in Mattermark to help you prepare who to talk to while you’re there. We found 247 companies … Read More
When someone wins the lottery, they go shopping. The same is true of tech companies. When they get that injection of VC funding, the capital comes with the implicit understanding … Read More
Prospect. Qualify. Sell. Repeat. The key to building any process is to break it down into its constituent parts. Each of these parts should be broken down into its “systematic … Read More
You’ve built a phenomenal product. One that everyone (and their mother, brother, coworker, and friend) wants to use. More importantly, you’ve built your company around the idea that you are … Read More
Sales reps are goal-oriented people. Quotas, targets, deals—these are the numbers that matter and they want to hit. Every rep will have their own special craft and go-to techniques for … Read More
If you’re a content marketer that’s struggling to convert leads to customers, ask yourself a very simple question before creating your next piece of content: “Would I want another company … Read More
In the first part of this series, you learned why replacing the traditional sales process with account-based sales will allow you to move upmarket, at your targets, while building a more … Read More
The traditional view of sales has been one of rip and run. A frantic, high-volume task trying to get anyone to say yes. But sales is changing, and for the … Read More
A full funnel is a happy funnel, right? It means prospects love your product, your sales team is busy, and you’re going to win more deals. Not quite. All it … Read More
“What were our sales last month?” Simple question, right? But do usually get a simple answer? Not likely. Maybe sales responds first and shares the bookings number (MRR, ARR, TCV?). … Read More
There’s no doubt about it — business transformations are tough, but they’re often the only way to future-proof an organization or extract value from one that’s floundering. I’ve learned about … Read More