The Discovery Call Skill That Goes Beyond Data and Beats AI

Discovery calls are crucial to sales success. They’re a first impression, a qualification conversation, and a fact-finding mission all rolled into one. And there is a lot of machine learning and data out there on how to conduct a great sales discovery call: talk time and question cadence and all that. But that’s the quantitative side. What about the quality of the call? How can you help your team to improve it? This post dials into the human aspect of conducting productive prospect interviews.

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What Does the Best Sales Enablement Content Have in Common?

If your sales enablement assets rely on facts and figures, your sales reps aren’t able to give prospects the full brand story. Here’s how to make your case with sales enablement content narratives.

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Why You Need a Killer Sell Sheet (and How to Make One in Proposify)

Sell sheets are a great way to ace that first impression. Short, sweet, and designed to promote the best of your business in a concise one-page package, a killer sell sheet goes a long way in nailing those all-important early interactions with a prospective customer. The days of six-panel brochures are long gone; here’s how to create and send winning sell sheets using Proposify.

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What’s Limiting Your Sales Ops Success?

Is your sales ops team hitting 100% of its potential? Anyone? Anyone? Bueller... Bueller…? No worries, that just means there’s room for improvement. Here are three things that can slow you down and how to remove obstacles to your sales ops success.

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11 Key Questions Every Successful Sales Ops Leader Must Answer

In sales operations, all the data in the world isn’t going to help if you never take action on it. It’s easy to get caught up in analysis paralysis when you chase facts and figures and insight down every line of questioning. Like tracking hundreds KPIs, there’s no way that any of your questions can be considered ‘key’ when all of them are. Here’s how to optimize your sales operations questions so you can keep implementing, not just investigating.

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The Complete Guide To Moving Up-Market in SaaS

Moving up-market is complex and challenging, but it can transform your SaaS business into a scaling empire. On this episode of LTV, Kyle talks about why you should consider a move up-market to sell to larger companies, and what challenges lie ahead.

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5 Tips for Creating a Sales Mission Statement (From a Surprising Source)

As a sales operations pro, how do you make sure that your efforts are aligned with your goals? By creating and following a sales mission statement or charter. I’m going to let you in on the mission statement secrets of some of the organizations that do them best, complete with examples and tips for crafting your own.

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How to Compensate Your SaaS Sales Reps

Figuring out how to properly compensate your salespeople is one of the toughest challenges when building a scalable SaaS sales process. In this episode of LTV, Kyle lays out the cold, hard numbers and provides a roadmap for structuring quotas and commissions for SaaS sales reps.

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How to Generate Leads and Land Deals for Your Enterprise SaaS Product

Landing an enterprise account can mean hitting your revenue quota in one fell swoop. But are you prepared to handle the multiple complexities of an enterprise SaaS deal? Here’s a look at the mechanics of a complex sales process from lead to close.

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8 Things Almost Everyone Gets Wrong About B2B Online Customer Reviews

“Oh, that company? I used their product a year ago. It was…” If you’re on the edge of your seat waiting for the payoff of that last sentence, you’re not alone. Customer reviews are one of the most popular ways for prospects to gain insight about what it’s like to work with your business. But how can you make sure your reviews are working in your favour—even negative ones? Here are eight common mistakes sales organizations make with online reviews and how you can turn them into the star of your sales process.

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