Raise the Bar Posts

A daily digest of timely, must-read posts on sales, marketing and growth engineering. Join thousands of DOERS reading the Raise the Bar newsletter. Sign up for Raise the Bar here.

Raise the Bar

The Attention Tax, The Four Pillars of Sales Ops, and More – Raise The Bar

May 31, 2017 -

By Nick Frost

Introducing Territory Planning in Mattermark Rapidly growing sales teams know the pains of territory planning. They’re process-driven and results-focused. To successfully lead a multi-rep organization into the future, modern sales… Read Full Article

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Sales Qualification Frameworks, Lessons From GrowthHackers Conf, and More – Raise The Bar

May 30, 2017 -

By Nick Frost

Why You Need to Cross Half Your Prospects Off Your List (read) Qualification is paramount in sales. Here we break down how bad qualification can lead to so many problems… Read Full Article

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The Future of Sales, 29 SaaS Marketing Lessons, and More – Raise The Bar

May 26, 2017 -

By Nick Frost

Why The Future of Sales Looks A Lot Less Salesy (read) Even with something as formal as enterprise B2B sales, businesses don’t buy things, people do. So what does this… Read Full Article

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Connecting With The Right Prospects, SaaS Churn Metrics, and More – Raise The Bar

May 22, 2017 -

By Nick Frost

How To Connect With The Prospects That Matter (read) To be a successful salesperson, it’s crucial to build strong relationships and connect with one person who will be your champion… Read Full Article

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The RevOps Framework, Building A Customer Advisory Board, and More – Raise The Bar

May 18, 2017 -

By Nick Frost

The RevOps Framework (read) Over the past twelve months, FunnelCake interviewed over a hundred B2B Marketing, Sales, and Customer Success leaders. They used this data to create the definitive framework… Read Full Article

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Raise the Bar – The Bottom-up Approach To Sales, Calculating Booking Capacity, and More

May 17, 2017 -

By Nick Frost

How a Bottom-up Approach Can Help You Sell to the Big Guys (read) Individual employees have encouraged their companies to use tools like Slack and Salesforce company-wide. Starting at the… Read Full Article

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Raise the Bar – Going from Account Executive to Sales Ops, Skyscraper Technique, and More

May 9, 2017 -

By Nick Frost

Your Sales Success Depends on These 4 Data Points (read) Data will make you better at your job and your life easier. It allows sales managers to understand a customer’s… Read Full Article

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Raise the Bar – Engineering-Centric Sales Organization, Product-Channel Fit, and More

May 8, 2017 -

By Nick Frost

Always Be Closing Sales Derek Draper of Pattern shares exactly what this multi-stage sales plan looks like, including questions that should be asked during each phase of a deal, and… Read Full Article

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Raise the Bar – The B2B Persona Research Project, How to Build a Growth Model, and More

April 26, 2017 -

By Nick Frost

Delivering on the Promise of the Modern Sales Organization (read) Yesterday, we announced the launch of Mattermark for Salesforce AppExchange, bringing lead enrichment with Mattermark’s unique data set of growth… Read Full Article

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Raise the Bar – Women Close More Deals Than Men, Marketing Attribution, and More

April 20, 2017 -

By Nick Frost

Pivot Survival Tactics from Kabam’s 3 Near-Death Triumphs Pivots aren’t pretty. Whether you’re a several hundred-person company staring bankruptcy in the face, or a tiny startup zig-zagging toward product market… Read Full Article

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Raise the Bar – The Ultimate Sales Setup, Creating A Customer Acquisition Plan, and More

April 18, 2017 -

By Nick Frost

How To Create Early Access Surveys For a New Product Or Feature When you want to create a new product or feature that people love, your goal should be to… Read Full Article

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Raise the Bar – Hiring a Head of Growth, Closing Mid-Market Deals Faster, and More

April 12, 2017 -

By Nick Frost

When to Hire a Head of Growth? When it comes to hiring a Head of Growth, timing is critical. Too early and you are wasting your and her time. Too… Read Full Article

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Raise the Bar – The Magic of Lead Segmentation, Creative Developer Marketing, and More

April 11, 2017 -

By Nick Frost

Revenue Per Lead: What You Need to Know About The Magic of Lead Segmentation Even if your team is closing deals, there’s a good chance you’re not making the most… Read Full Article

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Raise the Bar – Sales Capacity Planning Model, Building a Sexy Brand, and More

April 6, 2017 -

By Nick Frost

How Sales Teams Can Use Mattermark to Follow the Money In modern sales, if your rep is assessing budget on a call, then they have already wasted some time. All… Read Full Article

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Raise the Bar – The Sales Gambit, Battling the Data Wheel of Death, and More

April 5, 2017 -

By Nick Frost

Introducing Account-Based Sales Into Your Process – The Four-Step Framework Moving from lead-based sales to account-based sales might seem like a massive upheaval of your sales process. But there are… Read Full Article

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Raise the Bar – Conversion Rate Benchmarks, Sales Forecasting Done Right, and More

April 4, 2017 -

By Nick Frost

The Goldilocks Effect: Getting Your First Sales Ops Hire “Just Right” You know the story…bears, porridge, beds and a tale of extremes – too hot, too cold, too big, too… Read Full Article

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Raise the Bar – Science vs Art in Enterprise Software Sales, Key to SaaS Pricing, and More

March 31, 2017 -

By Nick Frost

The Non-Technical Guide to Launching Products & Side Projects Ben Tossell, Community Lead at ProductHunt boasts having launched 10+ products in the last two years without writing a single line… Read Full Article

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Raise the Bar – Technical vs Non-Technical Product Managers, Selling Transformation, and More

March 30, 2017 -

By Nick Frost

Does a Product Manager at a High Growth Technology Startup Need To Be Technical? Mike Belsito of Product Collective researches whether high-growth technology startups value technical backgrounds when hiring Product… Read Full Article

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Raise the Bar – Sales Prospecting Strategies, Unorthodox Ways to Find Marketers

March 29, 2017 -

By Nick Frost

The Startup Tapes: Why Objective Signals for Company Growth Matter In this video, Danielle Morrill discusses company growth with Tim Anglade of Scale Venture Partners for their interview series The… Read Full Article

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Raise the Bar – Knowing When To Hire Salespeople, Airbnb’s Growth Principles, and more

March 23, 2017 -

By Nick Frost

The Biggest Decision Your Self-Service SaaS Needs to Make The self-serve model has been an invaluable launchpad for several SaaS startups. Companies like Dropbox hit viral growth and made tons… Read Full Article

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Raise the Bar – What is Next in the Sales Enablement Industry?

March 22, 2017 -

By Nick Frost

The Top 25 Y Combinator Winter 2017 Demo Day Startups (the list) Yesterday and today, Y Combinator’s Demo Day for the Winter 2017 batch is taking place at the Computer… Read Full Article

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Raise the Bar – Customer Success-driven Growth is Growth, Sales Defensibility, and more

March 9, 2017 -

By Nick Frost

The Top Startups Going To SXSW 2017 South by Southwest (SXSW) is right around the corner, so we created a Public List in Mattermark to help you prepare who to… Read Full Article

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Raise the Bar – The Greatest Sales Deck Ever, Rise of Revenue Ops, and more

March 8, 2017 -

By Nick Frost

How To Have Fun And Profit From Your SXSW Hustle (read) SXSW is upon us, so Danielle Morrill, CEO of Mattermark, shares her tactics and strategies for having fun and… Read Full Article

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Raise the Bar – The Art of Making Love, Defining Your Growth Team, and more

March 3, 2017 -

By Nick Frost

6 Tried and True Strategies to Becoming a SaaS Category Leader The question is really how do you build the scaleable, repeatable machinery to ensure that you continue to earn… Read Full Article

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