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...

Cold Email Best Practices for SDR Teams

Early on in my sales career I learned that I couldn’t build rapport simply through email, and I certainly couldn’t get a full understanding of my prospect’s needs. To this day, I rarely ever actually sell...

Building an Engineering-Centric Sales Organization

Back in January of this year, Atlassian acquired Trello for $425 million, making it one of the largest NYC startup exits in recent years. At the time of acquisition, Trello had 19 million users and a B2B sales...

Optimizing Your Sales Team’s Productivity with Scorecards

In my previous post, I talked about the best ways to optimize your SDR team’s performance. There are a lot of questions that come with that though – mainly, how do you know if your SDRs are having...

Implementing a Sales Qualification Process as a New VP of Sales

As a new VP of Sales, there’s plenty to do in the first ninety days. This is particularly true if you’re joining a young company, where sales processes might be somewhat chaotic. That was the case for me when...

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...

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...

What American Startups Should Know Before Opening a European Sales Office

So your company is thriving coast to coast in the United States and you’re thinking about opening a remote European office – what’s next? Although many business practices transfer fairly easily across the...

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...

6 Tips for Promoting Wellness in the Workplace

Modern technology means that we’re constantly connected and bombarded with stimuli. In the high-growth startup environment, the intensity is even greater. HR professionals have the obligation to promote...

9 Qualities Needed to Become A Sales Manager

You see the same thing over and over again: highly motivated reps in high growth startups that all want to get promoted to management. Many of them have the aspiration to get there, but don’t know what will...

3 Sales KPIs To Track When Onboarding New Hires

We all know how important it is to set the right metrics and key performance indicators (KPIs) for your salespeople. But what you might not know is how to choose which sales KPIs matter for onboarding new...

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