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 signals to millions of sales professionals using Salesforce to conduct business every day. Beyond our launch announcement, we’ve been thinking a lot about what the modern sales organization could look like so we can build toward living in that future.
Always Be Closing Sales
Antoine Buteau of The PNR summarizes Adam Grant’s book that refutes the widespread assumption that extraverts are the most productive salespeople in “Rethinking the Extraverted Sales Ideal: The Ambivert Advantage”
Justin McGill of LeadFuze outlines the basics of tracking, monitoring and improving sales velocity in “How to Track Sales Velocity to Improve First Contact to Close Times”
Matthew Wong of CB Insights digs into the board notes of various transit agencies surrounding the purchase process of public transit planning software in “How Local Governments Buy Software From Startups”
Expand Your Marketing Funnel
Mathew Sweezey of Salesforce releases a 31-slide research study to define the size, growth, and churn of 90 specific B2B personas in “The B2B Persona Project”
Nikky Hofland of Revue argues that the reason startups get customer development wrong is due to bad customer feedback workflows and presents her solution to this problem in “How To set Up A Customer Feedback Flow That Works”
Grow Up and To The Right
Hila Qu of Acorns details five steps to build your growth model on the premise for any growth to be sustainable, the product has to solve a real problem for a group of users in “How to Build A Growth Model (Part 2)”
Segment provide a look to how some of the most data-sophisticated companies use growth models to define meaningful goals and track progress towards key metrics in “Key Metrics for Popular Growth Models”
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Also published on Medium.