The Importance of Pipeline Generation On Your 2017 Revenue Goals

As the CRO of The Muse, I oversee all sales, marketing and success functions. All three of those areas play a crucial role in revenue, and for a company to grow it needs to invest in all of them. In recent...

How to Develop Enterprise AEs From Within

At Parse.ly, we view our sales team as analytics consultants. Our sales process and product are complex so the required skill sets for an Account Executive are very high. Top performing AEs have an in-depth...

How Google Duplex Could Disrupt Sales

Google showcased Duplex at its I/O 2018 Keynote just a few days ago. Duplex is a new technology that allows Google Assistant to make phone calls on your behalf. CEO Sundar Pichai played a clip of Duplex...

What a Benefits Consultant Does and How it Can Help Startups

Part of building a startup includes determining how you’re going to provide benefits to your early employees. Which solution you select will depend on where your company is in your growth trajectory and what...

How to Set Up an Outbound SDR Process

First and foremost, congratulations! If you are looking to build a sales development team, this means you’ve developed a product and have seen results.   Sales Development and marketing will be your two...

What Investors Are Looking For: 5 Suggestions For Sales Teams

As a VC firm focused on early-stage B2B startups, we pay a lot of attention to the revenue generation strategies of prospective investments. Most of the issues we’ve come across in the first 1-2 years of...

How A Sports Combine Makes The Sales Hiring Process Efficient

As a startup trying to grow our sales team quickly, we were spending too much time recruiting but not getting great results. Time is our most valuable asset, so we had to find a more efficient way to hire. A...

4 Ways to Motivate Your Sales Team

Growing a company is a team effort – but that won’t stop your sales and marketing teams from pointing fingers and blaming each other for your business’s revenue shortcomings. In my career, I’ve managed...

3 Pillars for Building Your Sales Training Program

Building a training program during the early stages of a startup can be daunting. When you’re starting out with only a few sales reps, it’s easy to have them figure it out on their own as opposed to buckling...

How to Increase Your Sales Conversion Rate by Over 100%

The amount of traffic we get on WayUp is pretty exciting for me and my team. Every day we have new businesses signing up for our site, but it’s not so exciting when those signups go dark. Our team noticed we...

How to Build A Lead Qualification Process

One of the biggest problems companies deal with is figuring out what a qualified lead is. Going after a bad lead wastes time and resources, and every company ultimately wants to be as efficient as possible...

Choosing Your First CRM: 8 Factors to Consider

Selecting and implementing your first CRM system is critical for early stage, high growth companies. While the CRM won’t close deals for you, it does play a major role in your sales team’s ability to engage...

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