It’s the quarter end and you are in a meeting with your GTM leadership and one of your sales Directors makes a comment: “I think the deals are spending too much time Negotiating.” And a debate ensues on the validity of the comment. And then all eyes are on you – coz they all remember […]
When I published the last post, a business head at an early stage startup messaged to tell me he related to the problem firsthand. With that validation, this post is a natural extension to the last one. If you were a navigator surfing the oceans thousands of years ago, you would be guided by the […]
It is Numero Systems’ weekly sales meeting and this is the drill: Liz, the Sales Head: “Andy! Let’s start with you. Walk us through what’s happening on your deals”. On his third deal, Andy:“Competitor offered them $50K. What should we do?” Liz: “Hmm. Let’s take this offline and discuss”. Two hours into the meeting there are more meetings spun out […]
I ran a poll yesterday on LinkedIn yesterday and the results are very interesting to say the least. The choices to make for the participants was: $25/month Print Newspaper ONLY $50/mo Digital Print ONLY $50/mo Print+Digital Access As is evident from the poll, the second subscription was the most selected one. What do you think […]
If you are a Tolkien fan, you most probably know what a Palantir is: an indestructible ball of crystal, used for communication and to see events in whether past or future. One of the story’s villains in The Lord of the Rings, the wizard Saruman, uses a palantir to surveil his enemies. And that exactly is the name of […]
Buying an automation tool will never solve your distributed data problem. Then what is the solution? We discuss.
“Tencent’s culture is like a shark womb” Andy Mok In 2010 Allan Zhang took his 10 member team to a little dark room in Guangzhou, one-and-a half-hour’s drive from Tencent’s head office. Two months later he came out with a product that propelled Tencent into the biggest publicly traded company in China. The product was WeChat. […]
In June last year, the enterprise SaaS revenue hit $100 billion run rate (and hence the gif below – no pun intended :P) It closed 2019 at $141 billion. Nearly half the #market is controlled by just five orgs: Microsoft 17%Salesforce 12%Adobe 10%SAP 5%Oracle 5% If you thought the SaaS revenues are incredible – it is not just yet. SaaS has been maturing for over two […]
As a SalesOps professional, it might be very exciting to start building your CRM right when you start seeing the existing gaps.
As a SalesOps professional, have you spent time with your sales reps? If not you will never know how they use your CRM and most likely they are using it wrong without even knowing it is much easier than they are used to.