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المحتوى المقدم من Cloud Ratings. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Cloud Ratings أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
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Sally Duby - Sales in 2024: SaaS AE Metrics Report

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Manage episode 415430162 series 3463972
المحتوى المقدم من Cloud Ratings. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Cloud Ratings أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Our Guest: Sally Duby is the Chief Sales Officer at The Bridge Group Inc., a sales strategy consulting firm for B2B companies looking for more from sales development, sales, and customer success.

Episode Topics:

  • Marketing contribution to the pipeline rose from 33% in 2022 to 40% in 2024.
  • Characterization of the account manager and customer success manager.
  • Who is responsible for renewal, upsell, and cross-sell?
  • Average years of experience required at hire by Annual Contract Value (ACV).
  • The increasing Account Executive (AE)’s average ramp time.
  • How tenure and ramp time affect productivity time - Median time at productivity sits at 24 months.
  • Increasing trend of quotas across all bands from <$5k to $250k+ by ACV.
  • Win rates declining from 23% in 2022 to 19% in 2024.
  • Decreasing trend of quota attainment among AEs from 2012 to 2024.
  • Common problems of clients The Bridge Group works with.
  • The Bridge Group playbook for improving sales.
  • Sally’s viewpoints on outbound sales and SDR functions.
  • Effective strategies for outbound sales efforts.
  • AI’s role in improving SDRs and AEs productivity.

Resources:

https://blog.bridgegroupinc.com/2024-ae-metrics-compensation-benchmark

About Cloud Radio by Cloud Ratings:

Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.

Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.

https://cloudradio.cloudratings.com/

https://twitter.com/SaaSletter

https://www.saasletter.com/

About Cloud Ratings:

Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.

Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.

Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.

https://cloudratings.com/

  continue reading

20 حلقات

Artwork
iconمشاركة
 
Manage episode 415430162 series 3463972
المحتوى المقدم من Cloud Ratings. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Cloud Ratings أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Our Guest: Sally Duby is the Chief Sales Officer at The Bridge Group Inc., a sales strategy consulting firm for B2B companies looking for more from sales development, sales, and customer success.

Episode Topics:

  • Marketing contribution to the pipeline rose from 33% in 2022 to 40% in 2024.
  • Characterization of the account manager and customer success manager.
  • Who is responsible for renewal, upsell, and cross-sell?
  • Average years of experience required at hire by Annual Contract Value (ACV).
  • The increasing Account Executive (AE)’s average ramp time.
  • How tenure and ramp time affect productivity time - Median time at productivity sits at 24 months.
  • Increasing trend of quotas across all bands from <$5k to $250k+ by ACV.
  • Win rates declining from 23% in 2022 to 19% in 2024.
  • Decreasing trend of quota attainment among AEs from 2012 to 2024.
  • Common problems of clients The Bridge Group works with.
  • The Bridge Group playbook for improving sales.
  • Sally’s viewpoints on outbound sales and SDR functions.
  • Effective strategies for outbound sales efforts.
  • AI’s role in improving SDRs and AEs productivity.

Resources:

https://blog.bridgegroupinc.com/2024-ae-metrics-compensation-benchmark

About Cloud Radio by Cloud Ratings:

Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.

Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.

https://cloudradio.cloudratings.com/

https://twitter.com/SaaSletter

https://www.saasletter.com/

About Cloud Ratings:

Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.

Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.

Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.

https://cloudratings.com/

  continue reading

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