Sales Brief: Don't quota me on that

Sales Brief: Don't quota me on that

Customers first. Always. Period.

But are you going after the RIGHT customers? There are two popular methods to determine your best targets: ideal customer profiles and buyer personas.

This week, we unpacked the subtle differences in the way they’re created and what they can do for your business. Which one should you use and when? Are there situations when your business could use both?

Get that and more, in this week's roundup of the best sales content from around the web...

Ideal customer profile vs buyer persona: What’s the difference?

It’s common for these two terms to be used interchangeably, but there are actually subtle differences in the way they’re created and what they can do for your business. When would you use either one? Are the situations when your business could use both?


The 4 Enterprise Sales Misconceptions for Startup Founders

Closing a blockbuster multi-million dollar deal with a Fortune 100 company can be a massive win for a startup. But don’t get too attached to the idea without knowing what you’re getting into.

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast.


How to Help Sales Reps Who Missed Their Quota

When the economy is in a downturn, the number of sales reps who miss quota is likely to be even higher. But there are many steps managers can take to help sales reps who missed their quota this quarter.


Selling into Startups 101: What You Need to Know to Find a Unicorn

95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ trillion worth of funding. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Only about 1% reach that honor. So, how can YOU work with the winners?


Can You Still Make Money Starting a SaaS Company?

Where is the SaaS world relative to how far it can go? With valuations of as-a-service companies and all-time highs or close to it, and more and more startups leveraging this model to serve an ever-larger number of consumers, I wondered how much more business is there to capture?


The Value of Winning Your Dream Client on the Second Try

It can be frustrating to lose a deal with your dream client, especially to an inferior competitor. You know full well that your client will be disappointed— not least because your client portfolio features plenty of contacts who that same competitor failed to take care of. But all is not lost: losing Round 1 can actually be a valuable experience.