Marketing & Sales

How to Train Your VP of Sales to Think About the Forecast

This post by Dave Kellogg gives a fresh and realistic approach to probabilistically hitting sales forecasting. By following Dave’s suggestions, your VP of Sales will be empowered to start drawing connections with frequency.

Key Takeaways:

  • Important questions to ask when trying to frame sales forecasting around probability.
  • How those questions lead to realistic and objective risk profiles for hitting numbers.
  • The slippery slope a CEO can put a VP of Sales in by expecting to hit sales forecast numbers when forecasts are inconsistent.

Read Dave Kellogg’s post

The Greatest Sales Deck I’ve Ever Seen

Sales pitches are often the same mundane, ineffective tactic every company uses. This article by The Mission goes into detail why Zuora was the best sales pitch they’ve seen to date, including the surprisingly pleasant (and counterintuitive) approaches that made the biggest difference.

Key Takeaways:

  • An example of Zuora’s sales deck including important, unique and specific aspects.

Read The Mission’s article

Hire the Right Type of VP Marketing — Or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them

Once a company has about 10 customers, a marketing executive is a key hire. Many qualified SaaS marketing hires will be best suited for corporate marketing because of their experience with larger SaaS companies. But, this may not be the best fit for a startup SaaS company. This SaaStr articles describes the reasons why a marketing person who excels in demand generation may in fact be the best fit.

Key Takeaways:

  • Why you should hire a VP of Marketing after your first 10 customers.
  • The difference between a demand gen and corporate marketer plus who a SaaS startup company should hire.

Read the SaaStr article

This Sales Plan Moves the Needle on Every Success Metric

As a company grows, salespeople will shift from information disseminators to value-added consultants. At this point, a granular sales process is key to ensure all employees are speaking the same language and understand company expectations for customer acquisition and success. This First Round Review article uses Wildfire’s Stage Management Guide to explore the benefits and best execution methods for a granular sales approach.

Key Takeaways:

  • When you hire your first salesperson you will need to get granular with your sales plan.
  • Benefits of a more granular sales plan.
  • Why and how to transition salespeople from information providers to value-added consultants.
  • A case study of Wildfire’s Stage Management Guide, including benefits and training mechanisms.

Read the First Round Review article

What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.

Most of the time a Vice President of Sales will fail in the first 12 months. And, it will cost the company. At about $20M ARR a company needs to pivot from being tactical to strategic with sales. This SaaStr article explores the when, how and who to hire when sales needs to the taken to the next level.

Key Takeaways:

  • Why most sales VPs fail in the first year.
  • How to ensure you are recruiting the right VP of Sales, including key qualities to seek.
  • When to hire a VP of Sales.

Read the SaaStr article