Revenue Jam

Tanner re-lives the first large enterprise deal he landed for his startup. When selling in a company's early stages, it truly takes a village to get an enterprise deal across the line. You have no SOPs, legal red-lining & security protocols. Just a strong team, 100% focus, & a vision. That's how Tanner brought this one home. Listen to the full story! Featuring neighbor referrals, SAP, & the Jamaican legal system Tanner's Sales Tips

Invest in relationships over everything

You can never be 'over-threaded' in a deal

Confidence goes a long way. Especially as a startup

Tanner Lacey: https://www.linkedin.com/in/tanner-lacey/ 
Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/ 
Junior Lartey: https://www.linkedin.com/in/juniorlartey/ 

In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and Steph Sanders discuss how to apply lessons and strategies often used in New Business Acquisition over to Customer Expansion. Steph shares exactly how Contractbook is currently leaning more heavily into its customer base to drive further revenue growth. They also discuss how the sales cycle is taking far longer, and strategies to overcome these longer sales cycles. Tune in to learn how to make the most of your business in uncertain times and better allocate your sellers time to continue revenue growth.

Jeff Rosset
Steph Sanders
Kevin Chiu

There’s a good chance you’re leaving money on the table, lots of it too. Like thousands of other businesses, your business is most likely experiencing revenue leakage. The challenging part is that it’s hard to tell when and where this revenue leak happens.

Most pipeline reviews do not reveal what’s happening or if you’re losing money each month. Even worse, most businesses don’t know how to fix leaks when they are eventually discovered.

In this episode, we’ll explain what revenue leakage is, why it happens and how to spot and eliminate it in time to save your business. So, if you’ve ever wondered “what is revenue leakage?” or suspect that your revenue may be leaking, keep listening.

Mason Cosby
Vlad Voskresensky

In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and James Hornick discuss how to make sharp direct pivots in business and deal with change in a strategic way. James shares his experience of identifying opportunities for pivoting his business by building good relationships and leveraging existing client relationships. They also discuss the importance of in-person meetings and networking events for salespeople, the challenges of hiring in the tech industry, and the importance of looking beyond the resume. Tune in to learn how to make the most of your business in uncertain times and find the right people to help you grow.

Jeff Rosset
James Hornick

What percent of pipeline are you expecting to come from outbound this year?

Most organizations are seeing the expectations for outbound increase as inbound opportunities decrease.

Which means you need proven strategies for creating and converting cold outbound.

That's why Matt Green, Todd Caponi, & Jen Allen-Knuth 💜 are diving into Creating & Converting Cold Pipeline in this month's session of Sales & Stuff & Things!

With practical tips around generating pipeline through community plays.

Warming up opportunities through better email messagesAccelerating pipeline through referrals & multithreading.

And breaking through the noise by having empathy for executives.

If you want to join the session live, click the button below!


Massive thank you to our sponsor Insightly - Modern CRM 🧡.

Did you know that 79% of B2B Leaders are unsatisfied with their CRM... 

So if you're struggling to create and convert cold pipeline because you can't effectively manage your sales tools, Insightly might be the CRM you need to scale.

By registering for Sales & Stuff & Things, you'll qualify for a free onboarding package to help you get started! 

So register for Sales & Stuff & Things & check out Insightly today!

In this podcast episode, Jeff Rosset interviews Stephanie Jenkins, SVP of Sales at Pandadoc, about the latest trends in B2B tech sales. They discuss the impact of AI and generative AI on the sales landscape, the importance of effective leadership in driving change within an organization, and offer advice for those starting their career in sales.
Stephanie emphasizes the importance of sticking with a company and building a personal brand over time to become a successful salesperson and leader. The conversation highlights the importance of consistency and perseverance in building a successful career in B2B tech sales.

Jeff Rosset
Stephanie Jenkins

Retention is now, more than ever, the new acquisition. With deals taking longer to close, more and more revenue leaders are looking to the CS team to fill the revenue gap left by a more challenging sales process. Which is exactly why so many CS teams have seen a quota added to their responsibilities.

Unfortunately, rolling out a quota to CS teams doesn't always go well. Between the fact that many CS members joined the CS to avoid a quota, many CS teams become stressed by the balance of sales and service, or the rollout plan was unclear, adding a Quota to a CS team is simply a challenge.

That's why Sales Assembly hosted CS leaders to discuss how to effectively roll out a Quota to your CS team. Whether your teams already have a quota, you're in the process of rolling one out, or are just considering your options, this panel discussion will get into the details of how to successfully roll out a quota that empowers your CS teams to better serve their customers.

Panelists:

• Sydney Strader, VP of CS at Catalyst
• Jeff Breunsbach, Director of Brand at Higher Logic
• Georgie Papacostas, VP of CS at Sales Assembly
• Alli Sitkiewicz, SVP of Sales & CS at Built In

Welcome to the very first episode of Sales Assembly's Fireside Fridays, where every single week we're meeting with the most innovative forward-thinking thought leaders throughout B2B revenue leadership.

This week, Jeff Rosset chats with Justin Johnson through the biggest trends in B2B Tech, transitioning from Growth at All Costs to Efficient Growth, Building a High-Performance Culture, and Building an Effective Sales Org.

Find Jeff Rosset and Justin Johnson on LinkedIn!

If you're looking to equip your team with the skills they need to effectively sell today, this episode with Matt Green and Brandi Starr dives deep into the topics of building skill development plans for adaptable sellers.

Most Sales Leaders are prompting their teams to do more in-person, but aren't giving them the skills they need to effectively sell in person. Many sellers have spent their entire careers in a transactional mindset of 30-minute Zooms. But highly effective sellers are able to build meaningful relationships that are built on trust.

So if you are looking for direction on how to up-level your sales team and build meaningful relationships, check out this episode today.

Matt Green
Brandi Starr

In a tough market, the key to hitting ambitious revenue targets despite shrinking pipelines is making the most of every opportunity (AKA, increasing your deal size!)

But consistently winning bigger deals requires intentional alignment on strategy across the entire GTM team. In this masterclass, we dove into proven tactics from experienced sales, CS, and RevOps leaders for moving up-market.

Featuring top GTM leaders:

• Anne Pao, Founder & CEO, Ignite Consulting
• Kyle Norton, SVP Sales, Owner.com
• Brad Rosen, President, Sales Assembly
• Ross Rich, CEO & Founder, Accord