I have spent a decade in Sales Operations, Partner Operations & Revenue Operations. I have used dozens of sales apps. So this list is something I have requested the CSMs at the sales apps I use, told other Ops folks over a beer, or have daydreamed existed. This is an open letter to all vendors […]
Operations is a cross-functional department. It is like sitting on the fence with a view into every room! My Salesforce interviews are consisted of 13 questions I ask every interviewee. This questionnaire is a distillation of interviews over the years. A lot of these are technical Qs that the interviewee builds and executes on the […]
“Can you share your screen?”, I said. Not that I really wanted to see how this interview candidate built the workflow – but to see what all apps has he bookmarked. It gives me intel onto the app integrations this candidate has worked on and build my next set of conversations around it. “Bookmarks” – […]
“We don’t have money to splurge on a ‘proper CRM’.” is the worst advice you will ever give yourself if you are a functional leader or a founder, if that is the answer is to “Why we don’t have enough data about our deals?” More often than not – it all comes down to execution […]
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 […]
Buying an automation tool will never solve your distributed data problem. Then what is the solution? We discuss.
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 […]