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The “Size of Prize” approach to balance Sales Territories
One of the ways to ensure reps have solid results is to balance the allocation of accounts assigned to them. Read: "Everything Starts Out Looking Like a…
23 hrs ago
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Greg Meyer
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The “Size of Prize” approach to balance Sales Territories
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Finding ICP Accounts is a Process
Ask someone to research an account, and they can do it. How do you build an automation to scale that process? Read: "Everything Starts Out Looking Like…
Oct 21
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Greg Meyer
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Finding ICP Accounts is a Process
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How do you detect a spam prospect?
A prospect walks in the virtual door with a personal email and a weird website. Are they a good risk? It depends. Read more: "Everything Starts Out…
Oct 14
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Greg Meyer
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How do you detect a spam prospect?
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For better no-code apps, prototype before building
It's tempting to get started on building no-code apps immediately without planning what they will do. A bit of planning helps! Read: "Everything Starts…
Oct 7
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Greg Meyer
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For better no-code apps, prototype before building
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September 2024
There's a task-sized hole in Salesforce
Request for product: a series of tasks that correspond to multi-person workflow in Salesforce. We need a first-class task app. Read: "Everything Starts…
Sep 30
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There's a task-sized hole in Salesforce
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Owning the "Negative Space" of Vertical Software
Instead of trying to be all things for all customers, become an essential function for a niche of customers and expand from there. Read: "Everything…
Sep 23
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Owning the "Negative Space" of Vertical Software
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Buyers want modular software
Have you tried software where you like a few of the features, but not all of it? Attract more buyers by making it possible to be modular. Read…
Sep 16
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Buyers want modular software
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If you're in Saas, offer a free trial
When your competitors offer a free trial, if you don't offer one, you're at a disadvantage. Don't stop the sale for a contract signature. Read…
Sep 9
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If you're in Saas, offer a free trial
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Subscription Add-ons are better than Bundles
When you get a message like this from your cable or satellite provider, it's clear that consumers need more choice to subscribe on their own. Read…
Sep 3
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Subscription Add-ons are better than Bundles
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August 2024
When to use (and avoid) Salesforce validation rules
We all want quality data in Salesforce. But what's the best way to get it without being annoying? Flows and validation rules both have a role. Read…
Aug 26
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When to use (and avoid) Salesforce validation rules
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In Metrics We Trust (Mostly)
The Semantic Layer is a fancy way of referring to metrics the team can rely on. Read: "Everything Starts Out Looking Like a Toy" #212
Aug 19
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In Metrics We Trust (Mostly)
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Fun with Customer Cohorts
Cohorts are a powerful tool for comparing one group of prospects to another. Look at their start date, close date, or other items to get a group. Read…
Aug 12
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Fun with Customer Cohorts
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