Data

Data and Experimentation: The Modern Sales Manager Liz Cain is an experienced leader and venture capitalist with a background in sales and sales operations. She is currently a partner at OpenView, a noted enterprise software VC fund. Before that, she held a variety of sales and management positions at NetSuite, culminating in a role as […]

Sales Manager of the Future: The Analytical Thinker Rachael is the Director of Sales Strategy and Interim Director of Sales Development at Frame.io, a review and remote collaboration SaaS tool for creatives. Prior to joining Frame.io, she spent over five years working with creative and media companies while leading media investments at venture capital firm […]

Knowing the optimal structure of a sales process is hard. Today, actually running the numbers requires manual categorization and cumbersome calculations, which is why we sales leaders often leave these important decisions to anecdote and gut feeling. For example, pricing. Is it better to discuss price at the beginning of a sales process, or at […]

More than just a fad, data-driven coaching is a new sales paradigm that can have a significant impact on team performance.

The only way to really understand what is happening within a sales team is to look at the team’s communication records. Communication is at the heart of customer relationships. If you don’t know what your team is saying, you don’t really know what is going on. Individual sales communication records, such as emails, call transcripts, […]