As AI picks up increasing parts of the sales person’s role - what does it take to be a human sales person?

In this article I look at the importance of business acumen, spatial awareness and project management in delivering value to your customers in their buying process.

Developing strategic account plans is a cross-functional task - if you allow marketing, sales and CS to create their own its a one way ticket to Silo City.

Here is an approach to developing account plans to drive action and lead to closed deals.

Sales interviews rarely teach you anything about how a candidate will really work.

Instead of asking them what they have done in the past, ask them to show you how they will work in the future.

At the start of the buying process buyers rely on peers, analysts and review platforms.

As they move into solution design and validation they rely on vendor architects and technical resources.

Let’s look at how you match your GTM motion to support them.

The average tenure of a B2B SaaS AE is just 27 months. Instead of looking at sellers as expensive cogs that don’t work properly, take a look at the three levers you have to improve these metrics and keep your good sellers for longer.

Product Led Growth is excellent as driving individual and small team purchases. At some point human sellers are required to support Enterprise usecases. In this post I look at two deep dives on the topic from Atlassian and Amplitude.