Hayden Stafford is the President and Chief Revenue Officer of Seismic, a leading Sales Enablement Platform. He recently dropped by the Metrics that Measure Up Podcast studio to discuss the state of B2B Sales.
We covered a wide-ranging list of topics and insights including:
First, Hayden shared how he has seen B2B Sales evolve over the past 12-18 months. Though the fundamentals of B2B Sales success have not changed, they have become more important. With reduced win rates, longer sales cycles, and more people in the buying process it requires B2B Sales organizations to become more effective and efficient. How to make B2B Sales professionals more effective - a recent McKinsey survey said better preparing sales professionals with better enablement and enhanced sales intelligence.
Many buyers are looking to "consolidate" their SaaS investments, including RevTech into fewer vendors. A key to helping B2B SaaS salespeople be more efficient, one corporate strategy is to expand the product portfolio to become a "platform" versus a "point solution".
Common measurements to justify Revenue Technology investments include:
If you are directly responsible for a B2B Sales team or have a B2B Sales team that is primarily responsible for your customer acquisition and/or expansion performance, this conversation is full of great ideas and insights!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Scaling Sales Leadership to IPO and Beyond - with Ryan Meadows, SVP Sales Klaviyo
Selling to the CFO - with Tim Riitters, CFO at Gong
The Future of B2B Events - with Patrick Smith, CMO at Cvent
The State of Global Hiring - with Tony Jamous, Founder and CEO Oyster HR
The Journey to Head of Marketing - with Brandon Redlinger, VP Marketing Chili Piper
The Evolution of Revenue Operations - with Henry Mizel, SVP RevOps at Apollo
Role of a Private Equity Operating Partner - with Paul Stansik, Partner ParkerGale Capital
AI Enabled Customer Communications - with David Daneshgar, Co-Founder and CEO Whippy
The Challenges of a Start-Up entering a Mature Market - with Nicolas Kopp, Founder and CEO Rillet
Building a Community for B2B Marketers - with Dave Gerhardt, Founder and CEO Exit Five
Original Research as a Content Marketing Asset - with Becky Lawlor, Redpoint Content
Cloud Service Agreement Benchmarks - with Jake Stein, Founder and CEO Common Paper
The Next Generation of Customer Success - with Jamie Davidson, Founder and CEO Vitally.io
The Impact of AI on Customer Communications - with Craig Walker, Founder and CEO Dialpad
Ecosystem-Led Growth - with Bob Moore, Founder and CEO Crossbeam
Data and Diagnosis-Driven Selling - with Mark Petruzzi, Author
Has SaaS lost Go-to-Market Fit - with Jacco van der Kooji, founder and CEO Winning by Design
Customer Subscription Financing - with Alex Sandkuhl, Founder and CEO Keystone Growth
Marketing Metrics to Deliver Growth Efficiency - with Kelly Hopping, CMO Demandbase
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
HCI Leadership Revolution
Human Capital Leadership
The Power of Music Thinking
BusinessWISE
Business Wars