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Marketing Charlie Cowan Marketing Charlie Cowan

First time CRO’s guide to Marketing

Marketing is more than demand gen. If you are going to take marketing under your CRO responsibilities, or partner closely with the CMO, then take time to understand the scope of the function beyond revenue linked activities.

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Marketing Charlie Cowan Marketing Charlie Cowan

How to create content your buyers trust

Instead of blindly creating content to hit your SEO keywords, consider the type of content that your buyers want to learn from.

Uncover the content mismatch, the content ladder and how to turn your marketing intern into a corporate journalist.

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Strategy Charlie Cowan Strategy Charlie Cowan

What is the total cost of an SDR?

Don’t just launch an SDR model because that is what you see other companies doing.

In this post I’ll walk you through the total cost of an SDR and balance that against the value of the leads they’ll add to your pipeline.

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Events Charlie Cowan Events Charlie Cowan

I’m headed to SaaStr Europa

The biggest non-vendor SaaS event arrives in London on 6th and 7th June and I’m headed there.

Here are the sessions I’m most looking forward to and how to connect with me there.

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Recruiting Charlie Cowan Recruiting Charlie Cowan

5 ways to use RepVue as a revenue leader

RepVue has quickly become the trusted source of compensation data for sales reps, and leading companies are using it to position themselves as a preferred employer.

Here’s five steps for a revenue leader to follow to capitalise on this shift.

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Sales Charlie Cowan Sales Charlie Cowan

Is this the end of the SDRmy?

SDRs are having fewer quality conversations per day, and AEs at Outreach and Salesloft are struggling to meet quota.

Is this the end of the role of the SDR as companies take control of their buying process?

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Recruiting Charlie Cowan Recruiting Charlie Cowan

Extending the lifespan of your sellers

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.

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