Emerging Growth Sales

Emerging companies face many complex choices and potential pitfalls. A solid sales strategy coupled with clear plans to execute is critical for reaching the next level. Read our emerging growth sales insights to help build and implement effective go-to-market strategies and overcome sales challenges.

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Insights

Blog

How To Talk To Executives And Avoid A Boardroom Ambush

Jennifer Rouse June 4, 2021
When plans fail, preparation is the key to avoiding a meeting disaster. Consider these four strategies.
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Blog

Emerging-Company Sales Leaders: Shape-Shift Or Face Failure

Nancy Maluso January 11, 2021
Sales leaders at emerging-growth companies must evolve their skills and focus to successfully execute and build the revenue engine. Those who don’t will hurt the company’s ability to grow.
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Blog

Emerging-Company Leaders, Are You Prepared For Exit?

Barbie Mattie January 7, 2021
Only one in 10 startups lasts longer than 10 years. In her latest blog post for Forrester, analyst Barbie Mattie shares how she wants to help increase those odds. Take our five-minute survey and learn how!
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Blog

How To Create A Sales Plan While Dodging The Curveballs The World Keeps Throwing

Nancy Maluso September 29, 2020
For sales leaders at emerging companies, coupling a clear purpose with agile approaches is crucial for 2021 planning.
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Blog

Leaders From Sales, Marketing, and Strategy Walk Into a Bar — Can They Agree on the Message?

Nancy Maluso September 15, 2020
  • Getting noticed by buyers in the B2B marketplace is difficult, and for emerging companies with little to no brand recognition, it’s even harder
  • Marketers must create a single, consistent message that the entire company articulates in the market as a bullhorn instead of a whisper
  • These leaders can contribute different perspectives about how to align on message and ensure that everyone in their organizations use it repeatedly 
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Blog

A Data-Driven Approach For Redirecting Marketing Focus

Meta Karagianni April 8, 2020
As the COVID-19 pandemic unfolded across the globe, our personal, professional and social lives were fundamentally impacted. As a full-time working mother with two young kids who are now out of school, I found myself having to make changes in my daily routine to adjust to the new reality. Some of these changes made my […]
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Blog

How to Win Friends and Influence People (So They’ll Approve Your Tech Stack Investment Recommendations)

Robin Whiting December 12, 2019
  • One of the keys to securing investment for your tech stack: Know your audience
  • Those who seek budget for technology would be wise to build a use case that ties that technology to a business need
  • If at first you don’t succeed, find out why, and try, try again
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Blog

The Most Important Metric for Sales Leaders in Subscription Businesses to Track and Use to Drive Revenue Growth

Phil Harrell June 26, 2019
  • Subscription-based business models require B2B sales leaders to focus equally on acquiring and retaining customers
  • Customer lifetime value (LTV) and customer acquisition cost (CAC) are two critical metrics that sales leaders should measure
  • The LTV:CAC ratio helps sales leaders pull the right levers to align their costs with customer profitability in each segment
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Blog

Why Sales Leaders Need to Digitally Transform Their Teams

Phil Harrell June 21, 2019
  • Buyers’ purchasing habits have changed dramatically, but many sales organizations still sell the old way
  • Sales leaders need to reorient their entire go-to-market model to match how buyers purchase and use products
  • Sales leaders can transform teams and achieve the dual aims of winning more deals and lowering costs
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Blog

Does Your Company Have a High-Performing Revenue Engine?

Phil Harrell April 29, 2019
  • CEOs and other executives want to know if their revenue engine is high performing
  • Sales, marketing and product functions must all contribute equally for a revenue engine to perform successfully
  • By assessing each function’s contribution to revenue engine success, executives can improve the predictability of future revenue and profit growth
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Blog

Sales Is NOT Your Customer

Jennifer Rouse March 13, 2019
  • Marketing and sales are partners – one function does not work for the other
  • Your customer should be your focus, not an internal team
  • Conducting an audience framework exercise aligns all teams’ focus on customer needs
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Blog

It’s That Time of Year Again! Introducing the “SiriusDecisions’ Comprehensive Guide to Sales Compensation”

Forrester August 20, 2018
  • Sales compensation programs start with a strong foundation of corporate goals and objectives, go-to-market architecture, a plan and guiding principles
  • Ensure sales roles, pay components and total targeted compensation link back to the program’s foundation
  • Use an annual or semi-annual health check to stay focused on the sales experience and the effectiveness of the program
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Blog

A Simple One-Step Guide to Making Smart Technology Choices for B2B Sales and Marketing Leaders

Jay Gaines October 12, 2017
  • SiriusDecisions Technology Exchange (TechX) will reveal the strategy behind building a best-in-class sales and marketing tech stack
  • TechX attendees will gain insight into key emerging technologies through real-world examples of how they are being used
  • TechX attendees will learn best practices for engaging technology providers
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Blog

Annual Sales Planning: Some Assembly Required

Steve Silver November 15, 2016
  • Annual sales planning should follow a logical process with participants, objectives, inputs, tasks and deliverables
  • Skipping a step in the annual sales planning process is a recipe for missing plan objectives
  • Sales operations should provide analysis that informs the planning process and helps sales leaders allocate resources to achieve corporate goals
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Blog

Here’s Why You Should Never Cap a Sales Compensation Plan

Dana Therrien May 31, 2016
  • Never cap “at-risk” compensation plans
  • Decelerators after certain attainment levels and fairly written windfall clauses are better ways to ensure compensation plan equity
  • Performance recognition gaps result in talent flight
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Blog

B2B Sales in the Spotlight

Robin Whiting February 18, 2016
  • Despite rumors to the contrary, the B2B sales rep is alive and well, according to recent SiriusDecisions research
  • B2B sales reps enjoy a level of trust that buyers rely on throughout their decision-making process
  • Contact us to learn more about our Sales Leadership Exchange, which will explore more about B2B sales and buying behavior
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Blog

The Tao of Quota Over-Assignment

Dana Therrien August 5, 2015
  • When it comes to assigning quotas, follow Lao Tzu’s advice: Don’t overdo it, or there will be consequences
  • In sales operations, there’s a fine line between managing commission expenses responsibly and making quotas unachievable
  • SiriusDecisions research illuminates the benefits and drawbacks for over-assigning quotas
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Blog

A Five-Year View of Product, Marketing and Sales

Mike Belden August 13, 2014

B2B leaders must balance their focus on execution and performance improvement with a readiness to respond to new trends and opportunities

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Blog

All Onboard! Findings from Our Enablement Roundtable

Forrester October 3, 2013

We recently gathered sales enablement leaders in the Atlanta area for a roundtable on sales onboarding. There was a lot of great discussion and sharing of common challenges, innovative ideas and best practices.

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Blog

Analyst Briefings Are Not Sales Calls: Four Tips for Best Results

Jonathan Block July 16, 2012

I’ve been on both sides of the table for analyst briefings. As an analyst I’ve sat through hundreds of them, and as a product manager I’ve conducted just as many. A successful briefing shouldn’t be too stressful, but it does require some forethought to be effective. Here are four tips to consider the next time you need to brief analysts.

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