A reported 65 percent of all sales reps don’t make quota. Sales turnover has never been higher. VC funded B2B companies raise over $100 million yet never find profitability. Cost of sales for a B2B company often exceeds total revenue. B2B tech companies are desperately seeking to get revenue up, costs down and VC’s liquid. CRM, Account Based Marketing, sales personas, selling platforms – personalized SPAM; these are the usual candidates virtually all B2B companies try. Sadly, the results remain the same. Actually, they are getting worse.
Before you invest time, money and team resources in recruiting partner contacts, make sure they work for the right partner companies that align with your products.
Extended sales teams are critical assets for vendors operating in a joint-selling model, bringing fresh talent and ideas to the organization’s sales operations. However, whether through partnerships or mergers, it’s critical that vendors equip those coming on board with proper knowledge of the solution and tools to sell effectively. One key tool in enabling external sales teams? In-house mentors.
Vendor user conferences are typically designed to celebrate customers and further educate attendees on a solution or suite of products. But, with a designated time to exchange stories and ideas in person, these events also can generate massive value for channel partners.
In years past, companies would sell their products to customers through word-of-mouth or paid advertisements. As organizations are now able to communicate with their clients more easily, they have the potential to sell to customers outside of their base regions. To ensure they are reaching all potential customers across the United States, companies must commit to making their presence known in new territories. One way to accomplish this goal? Expanding their channel program.
Vlocity is a leading provider of industry-specific cloud and mobile software built in partnership with Salesforce. It is the fastest growing company ever built on the Salesforce AppExchange platform and grew from inception to $100 million in revenue in less than five years. Vlocity’s founder and CEO, David Schmaier sat down with Software Business Growth to talk about scaling a software company, what he learned from his previous ventures, and attracting/retaining top talent.
Summer sales slumps don’t have to be a ritual. Here are the keys to summer success in B2B sales.
A SaaS cofounder shares five practical tips for reaching the holy grail of growth.
If you’re struggling with effectiveness in your channel, the root of the problem can often be pointed to customer segmentation, customer engagement, customer messaging, and/or partner experience.
If auto renewal is best for you and your customers, why does it so frequently result in payment problems?
A Q&A with Vlocity founder and CEO David Schmaier, whose industry-specific cloud and mobile software company is the fastest growing company ever built on the Salesforce AppExchange platform.
This SaaS company with more than 15 million users and $100+ million in venture funding is expanding its product set, introducing a new pricing model, and beefing up its integrations for future growth.
Customer success is more important than ever with the transition to the Software-as-a-Service (SaaS) model. SaaS vendors are learning to use partners to drive new sales. But most have not yet realized the important role partners can play in customer success.
Companies focus on what their VPs know, not what prospects need.
Defined as the process of familiarizing a new customer or client with one’s products or services, onboarding is a very important part of the customer’s experience with your business. Beyond happy customers, a successful onboarding team can improve overall satisfaction and ultimately reduce customer churn.
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