This article sheds a light on actionable KPIs to measure the performance of managers. Sales reps are transparent, everything is measured. Sales managers, however, only need to report realized revenue numbers – something that they do not directly influence.
What does a Customer Success Manager do? And what skills do they need? What career opportunities do they have?
What is Customer Success Management? How is it connected to Marketing and Sales? And how can businesses benefit from it?
Don’t talk bad about your competition. End of story. I am asking why? And how should I talk about them instead?
On the one hand, we should sustain momentum after a bad call, make more calls, and not dwell on the bad experience, but we probably will not learn. On the other hand, we should stop, reflect, adjust & learn, but then probably lose our ‘flow’. How to combine positive ‘blinders’ thinking with learning from every given opportunity?
Keeping your customers is key to surviving a crisis (like COVID-19). But even if your organization doesn’t show any symptoms – it might already have caught some nasty churn germs. Learn more about the 17 Churn Types and how to prevent them in this article.
Swearing increases chances to close by 50% – what about addressing someone informally in countries of two-level distinctions?
Predictable Revenue has defined a sales process that >95% of all SaaS companies adhere to – specialization. The main argument is ‘people do few things better’. Recently, however, more and more SaaS companies have opted back to the more traditional full-cycle sales process. This article describes the arguments of each side and tries to point the reader in the appropriate direction.
Is your sales team’s performance determined by your weakest or your strongest sales rep? The answer determines how you should go about training them. One thing is clear, a sales team’s performance is determined by the level of their manager.
Improve your playbook by looking at what is working and what is not working and causing deals to get lost.
© 2020 SAASCOLLECTIVE • All rights reserved
