Continuing our annual tradition, I've rounded up the very best of our writing and thinking from the past 12 months. So with a big thank you to our readers, new and old, here's the best of what we shared in 2013.
Most Commented Articles
Inside Sales & the Exempt vs Non-exempt Mess
Posted by Trish Bertuzzi
Great discussion in the comments about how companies classify inside sales reps for compliance with the Department of Labor’s FLSA.
Why Most Demos Are Useless
Posted by Peter Cohen
Mr. SaaS Marketing himself stops by to share the key ingredient that most demos are missing.
ABCs of Hiring Recent Grads for Sales
Posted by Matt Bertuzzi
If you're hiring recent college grads, make sure you're screening for the new ABCs.
Rethinking Sales Territories
Posted by Trish Bertuzzi
Three sales leaders share how their companies have dropped 'traditional' territories in favor of new approaches.
Most Downloaded Resources
Lead Generation Metrics & Compensation
ADRs, BDRs, SDRs - whatever you call them, the metrics that drive the sales development function are always in demand. Includes comp, quota & activity metrics.
The Outbound Index
If my outbound prospectors target 1000 accounts this quarter, how many opportunities will they put into the Sales Organization's pipeline?
SaaS Inside Sales Metrics
We studied 197 B2B SaaS companies. This report is focused on the inside sales (closing business) model exclusively within SaaS. Includes comp, quota, ramp, tenure & activity metrics.
The Fundamentals of LinkedIn
What separates the most effective Sales Reps on LinkedIn from the rest? We share what the best social prospectors do to separate from the pack.
We've got some exciting projects in the works, so stay tuned. Here's to much success in 2014.
Good Selling!