As a seasoned sales expert and popular sales podcaster, Brian Burns has more than a few opinions about how companies are selling to the enterprise today.
Most notably, because reps haven’t been taught the difference, they try to make up for the lack of pipeline by increasing outreach activity.
That may have worked in 2011 when the Predictable Revenue Model gained prominence (and our inboxes weren’t flooded with sales pitches).
But today, the compartmentalization of prospecting and closing won’t result in more complex deals, where decisions are ruled by committees and often end in “no decision.”
In this episode, Burns talks about how today’s reps should be learning about selling in the enterprise, such as working with champions and how to continuously move the deal forward.
This episode is ideal for SaaS CEOs and CMOs looking to enhance growth and profitability in enterprise SaaS sales.
Key takeaways from this episode:
Other resources to check out:
Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.
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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
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Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.
We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.
And the best part? It’s absolutely free.
Get started today!
As a seasoned sales expert and popular sales podcaster, Brian Burns has more than a few opinions about how companies are selling to the enterprise today.
Most notably, because reps haven’t been taught the difference, they try to make up for the lack of pipeline by increasing outreach activity.
That may have worked in 2011 when the Predictable Revenue Model gained prominence (and our inboxes weren’t flooded with sales pitches).
But today, the compartmentalization of prospecting and closing won’t result in more complex deals, where decisions are ruled by committees and often end in “no decision.”
In this episode, Burns talks about how today’s reps should be learning about selling in the enterprise, such as working with champions and how to continuously move the deal forward.
This episode is ideal for SaaS CEOs and CMOs looking to enhance growth and profitability in enterprise SaaS sales.
Key takeaways from this episode:
Other resources to check out:
Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.
---
Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
---
Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.
We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.
And the best part? It’s absolutely free.
Get started today!