Sales
Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own
Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Brands including HubSpot, Atlassian,...
by Liz Cain
Leadership
How to Give Effective Performance Feedback: Frameworks and Best Practices
While it may surprise some employees, managers are often just as anxious about giving feedback as employees are about receiving...
by Liz Cain
Product
What B2B Can Learn from Gaming
Over the past year or more that we have been exploring this phenomenon of product led growth (PLG), we’ve discovered...
by Liz Cain
Sales
Designing Effective Sales Comp Plans: The Dos and Don’ts for Every Sales Leader
I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex...
by Liz Cain
Sales
The 3 Mistakes Every Company Makes Building the Outbound Sales Model
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full...
by Liz Cain
Sales
Use These Real-world Assessments to Hire Your Next BDR Manager
Hiring successful BDR managers is no easy feat, but it’s crucial to the long-term success of your sales team –...
by Liz Cain
Sales
Solving the SDR Debate: Sales or Marketing?
It’s an age-old question: should SDRs report to sales or marketing? Ask five people, and you’ll get five different answers...
by Liz Cain
Finance & Operations
2017 SaaS Benchmarks: The Pivotal Step from Benchmarks to Action
Last week we released our 2017 Expansion SaaS Benchmarks report. We surveyed 300+ enterprise software companies covering topics like growth...
by Liz Cain
Sales
Scaling Lead Gen: Growing NetSuite's BDR Team to 170 People in 3.5 Years
I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to...
by Liz Cain