Why You Need to Cross Half Your Prospects Off Your List (read) Qualification is paramount in sales. Here we break down how bad qualification can lead to so many problems in sales and beyond, and how you and your team can implement the best process to make sure you are getting the best customers.
Weekly Digest: Top 10 Featured Posts
Mary Meeker of Kleiner Perkins Caufield & Byers releases her annual rapid-fire report covering markets, industries, and technology trends in 355 slides, including a new section on healthcare in “2017 Internet Trends Report” Lars Dalgaard of Andreessen Horowitz offers advice on identifying slackers, knowing how and why to fire someone in “It’s Never Too Early to Fire” Ilya Fushman and Dominic Jacquesson of Index Ventures answer three questions they recommend companies to explore when they’re ready to embark on expanding internationally in “Why Europe is Your First and Most Important International Stop on the Way to an IPO” Albert Wenger of Union Square Ventures advises cryptocurrency believers and non-believers to retain your critical faculties, beware of vanity metrics, make yourself antifragile, and to watch out for outright scams in “Some Lessons I Learned from the Dotcom Bubble for the Coming Crypto Bubble” Sam Altman of Y Combinator sits down with Reid Hoffman of Greylock Partners to talk about the key changes founders should think about as they transition from a startup to a scaleup. (video) Anastasia Mudrova of Clever shares a few things in particular that stood out to her after reading 100+ failed startups stories to understand how and why things go wrong in “7 Lessons From 100+ Failed Startups” Julian Shapiro of Bell Curve releases a dense handbook that is appropriate for anyone involved in growth — including managers, new startup founders, and the top of 1% growth marketers who want to understand why they're failing to execute in “Startup Growth” Niv Dror of Product Hunt adds context to Naval Ravikant’s most memorable line from the AngelList company offsite, why AngelList exists, and what makes up “the infrastructure layer” of innovation in “Innovating on the Infrastructure of Innovation” David Heinemeier Hansson of Basecamp finds that workaholism is a disease and expands on why we need treatment and coping advice for those afflicted, not cheerleaders for their misery in “Trickle-Down Workaholism in Startups” Paul Melchiorre of Anaplan looks at the challenges of fiscal year planning, systems and infrastructure, lead to close, and sales analytics in “Four Pillars of Successful Sales Operations”
Optimize Sales Ops by Integrating Data-Driven Tools (read) Time and time again, sales teams say sales software becomes even more effective when the systems talk to each other and work with the same data. Here are three ways integrating sales tools helps you identify people in your funnel that match your Ideal Customer Profile and reach out to only the prospects that matter. Introducing Territory Planning in Mattermark Rapidly growing sales teams know the pains of territory planning. They’re process-driven and results-focused. To successfully lead a multi-rep organization into the future, modern sales organizations need a fruitful territory strategy. We’re excited to introduce two new, highly-requested data points that help sales teams with territory planning: revenue range and U.S. zip code.
Industry, A Top-Ranked Product Summit
This September, 600+ product people from all over the country and abroad converge in the Midwest for INDUSTRY: The Product Conference -- one of the top ranked product management summits in the world. Learn from Jason Fried of Basecamp, Dan Olsen of The Lean Product Playbook, Megan Quinn of Spark Capital and over a dozen others from Facebook, Google, Amazon and elsewhere. Pricing increases soon, but you can save $50 by using the code: Mattermark50
Must-Reads From This Week's Raise The Bar
Matt Duczeminski of Fieldboom provides real-world examples of small, medium, and enterprise companies that have implemented principles and techniques to increase sales numbers while keeping expenditures to a minimum in “Insanely Effective Sales Techniques To Sell More To Existing Customers” Hila Qu of Acorns dissects what growth hacking is and is not, the challenge of competing priorities, deciding which project to invest in first, and more in “Top 4 Lessons from GrowthHackers Conference 2017” Brooke Freedman of HubSpot offers her practical tips for managing your sales funnel, broken out by stage in “How To Work Your Sales Funnel” Raise The Bar is our other newsletter focused on sifting through the mountains of content out there around sales, marketing, and growth to help the community of DOERS who grow companies. Are you a fan of the Mattermark Daily?
Let Everyone Know How You Feel By Sharing On Twitter 👈 | 