Revenue Jam

Show Notes: This episode discusses best practices around responding to RFPs (requests for proposals), including when to bid or not bid, managing internal collaboration, maintaining relationships even if declining to bid, and leveraging AI for efficiency and learning. Listeners can gain insights into strategically approaching RFPs. Key Discussion Points: Starting an RFP process - focus first on con...

This session of Sales and Stuff and Things discusses how revenue organizations can scale through developing seller skills, rather than solely through adding more headcount. The guests provide historical context on why sales leaders often default to hiring more, despite data showing skill development is needed. They outline essential modern seller skills like decision science, writing, active liste...

In this episode, Michelle Vu discusses the current state of B2B SaaS sales and customer success with Jonah Mandel of Capchase and Brad Rosen of Sales Assembly. They dig into findings from a recent survey conducted by Capchase on sales procurement in the B2B SaaS space. Key topics include increasing sales cycle length, rising customer acquisition costs, and decline in LTV:CAC ratio. Listeners can e...

In this episode of Revenue Jam, Matt Green and Alex Mislan discuss how to create a culture of learning within a revenue organization. Listeners can expect to gain insights on why building a culture of learning is important, how it differs from just having coaching, and practical steps leaders can take to start fostering this culture. Key Discussion Points: - A culture of learning treats learning l...

In this episode of Revenue Jam, Matt Green is joined by sales leaders Sam McKenna, Jen Allen-Knuth, and Tod Caponi for a monthly session discussing how sales leaders can create weekly wins for their teams. They provide insights on building a positive sales culture, celebrating the right behaviors, delivering effective feedback, and more. Key Discussion Points: - Celebrating pipeline versus quality...

In this episode, Jeff Rosset is joined by Kelly Marberry, Sales leader at LinkedIn, to discuss deep sales, focusing on quality over quantity, and strategies for achieving happiness and satisfaction in sales careers. Kelly provides insights into tailoring outreach, building rapport, and crafting personalized messages to connect with prospects. The two also touch on the importance of finding joy in...

Episode Summary:  Matt Green, co-founder of Sales Assembly, shares his insights on building successful sales teams and developing a strong sales playbook. He emphasizes the importance of finding the right people for your team, rather than relying on big logos or established organizations. Matt also discusses the challenges of transitioning from a founder-led sale to a true go-to-market motion and...

How do we keep all our tech in check? Well, that’s exactly what Walnut asked their panelists from AI21 Labs, Sales Assembly, and Uniphore during their latest #WeAreProspects webinar.  And while the event was a blast, what really knocked our virtual socks off was just how many sales leaders tuned in. This shows just how important it is to ensure that AI and tech are making the buying process better...

Matt Green discusses with Alina Vandenberghe his journey into sales and the qualities that make a great salesperson and sales manager. He emphasizes the importance of empathy and authenticity in building relationships with clients and team members. Matt also explains the purpose of Sales Assembly and how they provide comprehensive training and development programs for B2B software companies. Matt...

As the Chief Revenue Officer (CRO), Matt continues to work as an Account Executive (AE) within his company. Let's uncover the motivations behind this unconventional choice and discover the insights it brings to Sales Assembly's sales motion. Highlights include:  Holding on to the AE role as a Founder and CRO (2:00) The Benefit of Having a Very Specific ICP (4:10) Why Not Use BDRs When Yo...

In this episode, Amir Reiter interviews Brad Rosen, President of Sales Assembly, to discuss the importance of sales training and enablement. Brad explains that Sales Assembly is a skill development platform for go-to-market teams that offers fundamental sales training to individuals at different stages of their careers.  They address the challenges of creating and maintaining up-to-date training c...

Want to make your proposals better? Of course! Proposals are often an after thought but are the last thing (and sometimes the first thing) a decision-maker sees when you're selling your product. Your proposals are the last step in a closed deal. So you better make them effective. We’re discussing: - The current proposal process at Sales Academy - The proposal format and structure Tanner is us...

Have you directly addressed the economic environment with your team? Your people are stressed. They don’t feel safe. There have been 201,860 layoffs in Tech in 2023.   They are worried they might be next.   And a lack of psychological safety creates a negative revenue impact. Because people start looking for jobs instead of new customers.   But as leaders, we have to focus on how we can create psy...

In this enlightening episode, Jeff Rosset & Michelle Vu delve into the inner workings of G2, a company renowned for its robust culture and commitment to performance, entrepreneurship, kindness, and authenticity. Our guest shares key insights into how they maintain a healthy balance between performance pressure and their team members' individual "why" — the personal goals and mot...

New and experienced sales leaders know that creating and redistributing sales territories can be a challenging task.  There are numerous factors to consider  – industries, geography, ideal customer profile, deal size, and more – and it’s not a one-time process.  If your team operates remotely, it could be even more complex. So, how do you begin creating sales territories? How frequently should you...

In this episode, Jeff Rosset & Konnor Martin offers an in-depth account of RFPIO’s journey to becoming a category leader in the emerging field of response management software. Despite entering the market late, the company was able to carve a niche for itself, a success the guest attributes to two key factors: an incredible product-market fit and talented sales personnel. Konnor further explain...

This week, Brandi and Georgie will tackle Sustaining Success: The Integral Role of Customer Success in Revenue Teams Georgie is a third-culture kid born in the US to Greek immigrants who grew up in the Middle East. She began her career in the public sector at the Embassy of Cyprus, conducted health care research as an analyst at the Advisory Board Company in Washington, DC., and taught English in...

Jeff Rosset, Founder & CEO of Sales Assembly, joins Dustin on this week's episode to discuss the changes in the sales industry in 2023.  In today's landscape, companies are now focusing on efficiency and structure, and sales reps need to develop skills in building pipeline and self-sourcing leads.  They share advice for closing skills gaps, overcoming AI's challenges in sales an...

Every business has its “best” customers, aka those who see significant value from your products or services, become long-term repeat buyers, and advocate for your brand. But when it comes to figuring out who those customers are and how to best serve them, alignment is key.  Then, GTM leaders need to closely monitor sales metrics (such as ACV, churn, and NRR ) to ensure your ICP is still relevant 6...

Matt Green, CRO of Sales Assembly, will teach you the top strategy for generating leads without annoying emails and cold calls. This strategy is based on principles of prospecting that have been proven to work time and time again. If you're looking to generate more leads without annoying email campaigns or high-pressure cold calls, then this is the video for you! In this video, we'll sho...

Tanner re-lives the first large enterprise deal he landed for his startup. When selling in a company's early stages, it truly takes a village to get an enterprise deal across the line. You have no SOPs, legal red-lining & security protocols. Just a strong team, 100% focus, & a vision. That's how Tanner brought this one home. Listen to the full story! Featuring neighbor referrals,...

In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and Steph Sanders discuss how to apply lessons and strategies often used in New Business Acquisition over to Customer Expansion. Steph shares exactly how Contractbook is currently leaning more heavily into its customer base to drive further revenue growth. They also discuss how the sales cycle is taking far longer, and strategies...

There’s a good chance you’re leaving money on the table, lots of it too. Like thousands of other businesses, your business is most likely experiencing revenue leakage. The challenging part is that it’s hard to tell when and where this revenue leak happens. Most pipeline reviews do not reveal what’s happening or if you’re losing money each month. Even worse, most businesses don’t know how to fix le...

In this episode of Fireside Friday with Sales Assembly, Jeff Rosset and James Hornick discuss how to make sharp direct pivots in business and deal with change in a strategic way. James shares his experience of identifying opportunities for pivoting his business by building good relationships and leveraging existing client relationships. They also discuss the importance of in-person meetings and ne...

What percent of pipeline are you expecting to come from outbound this year? Most organizations are seeing the expectations for outbound increase as inbound opportunities decrease. Which means you need proven strategies for creating and converting cold outbound. That's why Matt Green , Todd Caponi , & Jen Allen-Knuth 💜 are diving into Creating & Converting Cold Pipeline in this month&...