Sales Enablement
How to Align Sales and Marketing Teams
Is your sales and marketing relationship broken? So you’re a marketer, and it’s tough meeting the expectations of your sales team. Or you’re a salesperson, and you’re struggling to understand why marketing keeps misfiring. Firstly, don’t worry it’s not a unique situation – it’s standard and its the primary reason that holds back sales and…
SDR vs BDR Sales: What’s the Difference?
The roles within sales and marketing departments can often overlap and be confusing. Across industries, but particularly in SaaS, tech and B2B if roles are not clearly defined and all cogs in your sales and marketing machine aren’t well oiled, your lead generation might stutter. A Business Development Representative, or BDR, is a classic example…
How to Reduce Customer Churn for Your Subscription-Based Business?
Most business owners find a revolving pattern in their subscription-based business. People enter your business model, indulge with your services for a while, and then lose interest or drift away. Customer retention is one of the biggest challenges, especially for subscription-based/SaaS businesses. It becomes more of a concern if you charge recurring fees, be it…
AARRR vs RARRA: Pirate Metrics Explained
Pirates metrics have become a popular model for business growth — but what are they and do they actually lead you to that buried treasure? First presented by Dave McClure in his presentation “Startup Metrics for Pirates” in 2007, the AARRR method was originally meant for tracking product marketing and management and focused on acquisition. However, ten…
How to Move Your B2B Sales Process Online
To move your B2B sales process online, you need to do four main things: Refine and study your target market Focus on personalisation and use sales-aligned marketing to build trust online Make it easy to “try before you buy” Codify this journey within a scalable process
Building Bridges with Sales and Marketing Alignment
As a business, there’s nothing more damaging than being stuck in your old ways, and for sales and marketing teams, breaking out of the mentality that you’re separate functions is essential. Marketing is synonymous with sales — one generates leads, the other converts — and if the right inbound leads aren’t being nurtured then sales…
5 Steps to Building a SaaS Sales Funnel
The world of B2B SaaS is growing increasingly competitive. As access to knowledge and technology grow more readily available, it’s easier than ever for talented software developers to create game-changing solutions and bring them directly to the B2B market. That’s good news for you. It’s also good news for the other SaaS companies vying for…
What is the difference between a marketing qualified lead and a sales qualified lead?
A lot of people get confused with the terms “sales qualified lead” and “marketing qualified lead.” So, we decided to put this comprehensive guide together to give you a better understanding. One thing that everyone understands, though, is that consumers are becoming more and more sophisticated with every day that passes by. This is something…
Defining Your B2B Sales Process (for entrepreneurs)
Being a founder is a tough gig. You have to be an expert in everything. Every decision, every action falls to you. To grow your business, you have to put the foundations in place from day one. Fundamentally, this means building processes that can scale. But, that’s hugely a challenging task. In this article we’ll…
Hitting Targets in 2020 with B2B Sales Enablement
Over the past decade, change has become a new normal. Even that statement sounds like an old phrase at this point. But it is a truism. In today’s world, things are moving more quickly than ever and your business needs to react. Businesses need to continually reinvent themselves. That doesn’t mean root and branch reinvention…
