The Modern Sales Organization

for B2B SaaS, Cloud, and Technology Providers

The modern B2B sales organization is highly specialized. Long gone are the days in which sales reps were constantly distracted with non-selling activities that were not moving deals forward. Today’s tech sales teams are staffed with groups of experts specifically focused on each different phase of the customer lifecycle.

Sales Functions

  • Inside Sales – Prospects via email, phone, video, and social media to generate leads with new prospects.
  • Account Executives – Quarterbacks the deal, manages customer relationships, orchestrates selling team.
  • Solution Consultants – Captures requirements, provides demos, and proposes solution designs.
  • Channel Sales – Build sell-with and sell-through programs for systems integrators, BPOs, and VARs.
  • Customer Success – Ensures project success, retention, and growth through upsell and cross-sell.

Support Functions

  • Sales Operations – Responsible for planning, forecasts, budgets, processes, systems, and reporting.
  • Sales Enablement – Optimize productivity with new hire on-boarding, on-going training and SKO.
  • Bid Management – Responds to RFPs with details about product features, tech architecture, and infosec.
  • Value Engineering – Perform ROI, TCO, and future state design to make business case for change.
  • Deal Desk – Negotiates pricing, contract terms, and service level agreements to help close the deal.

Recent Articles about Modern Software Sales

Developing an SLA between Sales and Marketing

One of the best ways to build collaboration between sales and marketing is to establish a formal SLA between the two organizations.  The SLA can cover a wide range of business processes and reporting…

What is the Best Profile for a Software BDR?

REOne of the most popular strategies for demand generation at tech companies has become hiring a team of Business Development Reps (BDRs) to perform outreach. The goal of a BDR is to engage prospects…

Four Common Flaws in Channel Sales Strategies

In a recent post, I shared that in my experience nine out of ten channel partnerships in the area of complex B2B solutions fail. The struggles are often blamed on poor execution in the…

Nine Out of Ten Channel Partnerships Fail

In the world of B2B software everyone wants to get someone else to sell their products. If you can find another company that already has relationships with your target buyers, then you can not…

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…


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