To Align Sales and Marketing Change the Game From Relay Race to Triple Threat

If you’re the CEO of a B2B SaaS business, you've likely noticed deal closure rates declining over the past few quarters. Multiple surveys have confirmed this troubling trend, with The Bridge Group reporting that SaaS win rates declined from 23% in 2023 to 19% in their 2024 SaaS Account Executive Report. Clearly, something needs to change to reverse this sales slump. But what? Some CEOs may think the answer is simply to push reps harder to cover more pipeline. Traditional guidance is to maintain 3X pipeline coverage to hit quota. So naturally, many leaders look to increase this to 4X [...]

2024-07-01T11:51:46-04:00By |Marketing, Sales|0 Comments

The Secret to Building A World-Class Sales and Marketing Team

When asked to recommend candidates by executives that are looking to build or expand their sales and marketing team, the first step I take is to determine the organization’s priorities. A question that often comes up is whether experience, in either a vertical industry or horizontal technology, should trump cultural fit, current skills and potential? In this post, I'll first take a look at whether this approach works, before providing you with 4 easy steps to build a world-class sales and marketing team by hiring based not on what candidates already know, but how quickly they can learn and adapt. Are Skills or Experience a Better Indicator of Future Success? An old [...]

2024-07-01T12:48:15-04:00By |Marketing, Sales|0 Comments
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