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!
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B2B SaaS KPIs - with William Cordes - KPI Sense
Net Dollar Retention Rate - with Kris Beible - Software Equity Group
Product Led Growth - with Kyle Poyar - OpenView Partners
Ten Laws of SaaS and Cloud - with Byron Deeter - Bessemer Venture Partners
Conversation Flow Rate - with Chris Beall - ConnectandSell
Recruitment Metrics - with John Younger - RecruiterShare
Side Hustles & Personal Brand Building - with Amy Volas
Modern B2B Selling - Are the motivations different today? - with Andy Paul, RingDNA
Sales Quota and Compensation - Not built for today's customer centric world - with Sahil Mansuri, Bravado
Revenue Operations - What, Why and How to Measure Business Impact - Jason Reichl, Go Nimbly
Customer Buying Journey - How Customers Buy and Why They Don't - with Martyn Lewis
Sales Development in SaaS - Question and Answer Session with David Dulany - Tenbound
The SaaS CFO - First Five KPIs - with Ben Murray
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