SaaStr

JANUARY 29, 2021

Gross revenue retention just as important as net revenue retention (NRR). As Saleloft starts to think about an IPO, there is more and more focus on gross revenue retention, i.e. before upsells and upgrades. But Salesloft wants to keep to its roots as well and retain SMB customers. This was an interesting learning for me.

Scale 307

Scale Social Media SMB AI 307

SaaStr

DECEMBER 15, 2021

7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. 8:00 AM (40 MIN) – Top 5 Ways to Scale a Sales Team from the Team Who Had to Do It at Warp Speed with Zoom’s CRO Ryan Azus. All times are in Pacific Time.

Scale 279

Scale VP of Engineering Scaling SMB 279

SaaStr

APRIL 30, 2025

Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention). Sales Enablement and Training : Assess the effectiveness of your sales enablement efforts. AI can help predict churn and identify expansion opportunities.

Technical Review 148

Technical Review compliance 148

User Pilot

JUNE 26, 2024

Starting a career as a sales enablement manager requires understanding the key steps, skills, and experiences needed for success. In this article, we will outline the typical journey for a sales enablement manager, covering educational requirements, entry-level positions, potential advancements, and long-term opportunities.

Sales Enablement 52

Sales Enablement Sales Hiring Management Sales 52

User Pilot

JUNE 17, 2024

TL;DR A sales enablement manager is responsible for managing and supporting the sales team so they can effectively sell your company’s products or services. Deepen your knowledge with “The Qualified Sales Leader” (SaaS sales tactics) or “Selling to the C-Suite” (enterprise-level SaaS).

Sales Enablement 52

Sales Enablement Management Sales B2B 52

User Pilot

JUNE 12, 2024

Understanding the salary landscape for sales enablement managers is crucial whether you’re entering the field or looking to advance your career. TL;DR A sales enablement manager is responsible for managing and supporting the sales team so they can effectively sell your company’s products or services.

Sales Enablement 52

Sales Enablement Management Sales Technical Review 52

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. A note from our in-house experts, accelerators should be meaningful.

Compensation 98

Compensation Sales Recruiting Sales Hiring Retention 98

Sales Hacker

OCTOBER 10, 2022

I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. In this article, I’ll walk you through bridging the gap between L&D and sales enablement for your sales teams to create a culture of continuous learning that leads to super-powered sales reps.

Sales 120

Sales Sales Enablement Onboarding Retention 120

Sales Hacker

JULY 25, 2022

May include: customer retention rate, win rate, and new customers acquired. Retention rate. These numbers will reflect the customer experience, giving account managers insight into who could benefit from an up- or cross-sell, which accounts are at-risk, and how internal processes are affecting retention and expansion.

Sales Recruiting 117

Sales Recruiting Engineering Revenue Sales Enablement 117

User Pilot

JUNE 28, 2024

Embarking on a career as a sales enablement manager involves a combination of education, skills development, and practical experience. This guide will provide you with a comprehensive overview of the path to becoming a successful sales enablement manager. Let’s dive in! This support can take on many forms.

Sales Enablement 40

Sales Enablement Sales Hiring Management Sales 40

User Pilot

NOVEMBER 13, 2023

Increased customer satisfaction and retention rate , along with greater customer loyalty and company growth, are just some of the benefits of an effective customer enablement strategy. Customer enablement and sales enablement aren’t the same.

B2B 105

B2B Sales Enablement Onboarding Customer Success 105

ChurnZero

FEBRUARY 21, 2025

A paid model also drives customer accountability, faster time-to-value, increased adoption, and ultimately long-term retention she says. Theyre always worried the price is increasing, and that its going to slow the sale down, says Donna. Customers become more engaged because: guess what? Theyre more likely to take the action.

Customer Success 52

Customer Success Sales Enablement Onboarding Leadership 52

Sales Hacker

MAY 27, 2021

Maybe you’re already convinced that remote sales is a new world, what about your Sales Enablement? Gartner’s latest Sales Enablement Framework points out that the best sales enablement teams are treating training as a continuous, always-on process, not a series of events. Communicating your needs.

Underperforming Technical Team 128

Underperforming Technical Team Sales Technical Review Software Review 128

Sales Hacker

OCTOBER 27, 2021

Artificial intelligence (AI) for sales – buzzword or solution? AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. B2B sales is evolving, and the Zoom boom of 2020 has only accelerated those changes.

Scale 127

Scale AI Technical Review Artificial Intelligence 127

Totango

SEPTEMBER 20, 2022

Here we’ll walk you through the essentials you need to know to harness customer enablement to increase B2B and SaaS sales. First, we’ll define what customer enablement is. Then we’ll look at the benefits of customer enablement and how it mutually supports sales enablement strategies.

B2B 88

B2B Scale SaaS Sales Enablement 88

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close.

VP of Engineering 122

VP of Engineering Sales Hiring Sales Recruiting Sales 122

User Pilot

DECEMBER 17, 2021

It also includes positioning, generating demand using a mix of marketing strategies, onboarding new users , driving them to activation , adoption , and retention. Product marketing sits at the intersection of different teams, from sales enablement to customer support. Driving product adoption , retention , and advocacy.

Product Marketing 105

Product Marketing Marketing Sales Hiring Onboarding 105

InsightSquared

OCTOBER 22, 2018

If you’re starting to recognize the benefits of sales and marketing alignment, you’re not alone. In a recent State of Sales Enablement 2018 report, more than 80% of marketers and 70% of sales reps ranked “strong alignment between sales and marketing” as an important factor in their company’s and team’s success.

Marketing 87

Marketing Sales Sales Enablement Systems Review 87

Sales Hacker

JUNE 20, 2019

Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. 2) Sales Ops starts as a tech-savvy SFDC Admin (often an introvert BDR transfer). This time, Sales Enablement.

Sales Hiring 85

Sales Hiring Sales Enablement Scale Technical Review 85

Sales Hacker

JANUARY 4, 2021

As the VP of Revenue Operations at Sales BQ®, I saw my role develop from primarily sales enablement to sales operations as we worked to understand and get a hold of the wide variety of roles RevOps is in charge of. Developing a revenue operations (RevOps) strategy — and the team to implement it — is no easy task.

Scale 103

Scale Underperforming Technical Team Sales Enablement Communication 103

Chart Mogul

JANUARY 20, 2020

Teamwork’s Partner Program has 3 primary types: sales, enablement, and technology partnerships. Teamwork introduces customers to their partners because it helps with retention and expansion when it comes to those users. Growth through retention? How to build a startup program for your SaaS business.

Acquisition 52

Acquisition Retention Payment Features Leadership 52

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Kharisma Moraski – VP of Sales at Hustle.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Intercom, Inc.

JULY 24, 2019

This allows us to double down on effective sales tactics and eliminate the ones that aren’t working from our sales process. Here’s an example from our relationship management team : when we first created the team, we hypothesized they would primarily use email to drive customer retention and expansion.

Forecasting 181

Forecasting Revenue Sales Technical Review 181

Sales Hacker

MAY 20, 2020

Because our sales team is composed of people who have worked in other departments within our company, team members have had more time to learn the ins and outs of our industry, our clients’ pain points, and our service offerings. Don’t let the learning stop once you have company veterans on your sales team.

Sales Hiring 131

Sales Hiring Sales Recruiting Sales Sales Enablement 131

Chart Mogul

JANUARY 20, 2020

Teamwork’s Partner Program has 3 primary types: sales, enablement, and technology partnerships. Teamwork introduces customers to their partners because it helps with retention and expansion when it comes to those users.

Acquisition 52

Acquisition Retention Payment Features Leadership 52

User Pilot

JULY 23, 2023

Define and monitor the following KPIs: Customer acquisition cost , Customer Lifetime Value to Customer Acquisition Cost ratio , monthly recurring revenue , retention rate , organic search traffic, and return on ad spend. Generating leads for sales. Retention rate: Percentage of customers that stick with you over a specific period.

Marketing 96

Marketing Customer Lifetime Value SaaS Advertising 96

InsightSquared

JANUARY 8, 2018

Nancy Maluso is a Research Director of Sales Enablement Strategies at SiriusDecisions, noted in a blog post , “The drive for increased growth requires tight sales and marketing alignment. We see increasing evidence that in these organizations, multiple teams are merging into one team with one set of goals.”

Marketing 94

Marketing Cloud Sales Enablement Acquisition 94

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams.

Underperforming Technical Team 104

Underperforming Technical Team Consulting Company Culture Acquisition 104

Sales Hacker

MARCH 5, 2019

She also mentors aspiring future sales leaders providing them with excellent advice and support.”. Misha’s sales enablement workshops are spectacular and one of their kind. She has also helped accelerate other people’s careers into Sales Enablement.”.

Sales Hiring 110

Sales Hiring Scale Sales Leadership 110

Unbounce

MARCH 28, 2019

Titan has been growing year over year and a lot of that has to do with client retention. As a Partner, you’ll also get co-branded sales enablement materials and templates that will highlight your agency as you promote your partnership to bring in that extra revenue. Especially for anything lead gen.

Mobile 111

Mobile Advertising Branding Sales Enablement 111

Sales Hacker

JULY 18, 2022

We all know customer retention is more important than ever. Which is why it’s key to strengthen customer retention processes by automating them, keeping customers engaged, and detecting any signs of churn before they happen. Automate these 5 processes to boost customer retention. Educational sequences. Use Outreach?

Payment Services 105

Payment Services Churn Payment Methods Payment Solutions 105

Stax

AUGUST 16, 2024

Fred Nelson, VP of Sales Enablement at Stax provides a succinct definition of embedded payments. But having a fully integrated, seamless embedded payment solution, something like what Stax offers , really allows the SaaS provider to focus on their core solution.” This, in turn, can improve customer satisfaction and retention rates.

Payments 88

Payments Embedded Payments SaaS Payments Payment Solutions 88

ChurnZero

JUNE 21, 2022

You may have heard of sales enablement, but Customer Success enablement might be a new term for you. That’s why we’ve put together this guide to not only define Customer Success enablement but also outline the key tenets of the term and share some best practices for creating an impactful Customer Success enablement initiative.

Customer Success 94

Customer Success Technical Review Education Onboarding 94

Sales Hacker

SEPTEMBER 8, 2022

Related: Customer Retention Playbooks 101: A Structured Approach to Keeping Customers Happy. Even if you’re using tech automation, make sure to employ enough human touch to give each client this white glove treatment so they feel valued. Start the renewal process on day one.

Sales Recruiting 133

Sales Recruiting Technical Review B2B Benchmarks 133

Intercom, Inc.

JULY 28, 2022

Here are some of our favorite takeaways from the conversation: A sales organization needs a good foundation to scale. Attract and develop talent and invest in supporting resources like onboarding, sales enablement, and sales engineering.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Enablement, SaaS and Growth

MARCH 23, 2020

When successfully applied to training , gamification increases engagement, productivity and knowledge retention. Gamification makes ordinary activities more fun and engaging by rewarding people - examples include recognisable cues to guide action, instantaneous feedback and leaderboards. Learning 50.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

APRIL 8, 2019

Why PDA on the sales team is a good thing. Key mistakes a sales manager will make when trying to build a coaching framework. Why sales coaching will drive up sales retention and not just revenue. Subscribe to the Sales Hacker Podcast. Showpad is the leading sales enablement platform for the modern seller.

Scale 107

Scale VP of Engineering Underperforming Technical Team Sales 107