Category: Sales

Specialization of the Modern Software Sales Team

In my last few posts I discussed the transformation of software sales organizations over the past decade. Ten years ago, the sales rep was the single point of contact, managing every aspect of a deal cycle.  Today, in the modern sales organization the sales rep acts more like a  quarterback coordinating a team of specialized resources. Teams such as lead…

Organizational Design of the Modern Software Sales Team

In my last post, I outlined how the organizational design of the modern software sales organization offloads almost every important aspect of a deal cycle from the rep to specialized functions. Account development teams generate the leads. Solution Consultants deliver the demos. Value Engineers calculate ROI. Bid Management responds to proposals. The Deal Desk negotiates pricing. And Customer Success renews…

Software Sales Reps Don’t Do Anything

With each passing year, software sales representatives are doing less and less of the work required to close a deal. It was not long ago when software sales reps played a critical role in all aspects of a deal. The sales rep generated the leads, demonstrated the product, explained the value proposition, developed the formal proposal, negotiated the pricing and…

Outsourced Demand Generation – 10 Sticking Points to Negotiate with Your Agency

Outside demand generation firms (sometimes called appointment scheduling) can be a critical component of your marketing strategy. They bring a level of data science and technology to cold calling that is difficult to replicate in-house. But the logistics of managing these outsourced sales processes are more complicated than you might think. Below are ten sticking points that often cause friction…

Building a Sales and Marketing Machine for SaaS Companies

In the software industry you often hear about sales and marketing being compared to machines or factories. Executives like this analogy because it suggests that sales and marketing is able to consistently produce outputs in a predictable, repeatable way – like a machine or factory would. Executives and investors want to remove the uncertainty that often accompanies sales and marketing.

The Virtual Assistant for Sales

Over the past year I have been hearing more and more criticism of Salesforce.com and other Salesforce Automation applications. Experts are challenging the value proposition of today’s SFA – questioning whether it really helps sales reps to sell more. Or whether SFA is really designed to help management track rep activity, sales pipeline and deal status.