))
Sally Duby - Sales in 2024: SaaS AE Metrics Report
Manage episode 415430162 series 3463972
Cloud Ratings에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Cloud Ratings 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.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
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.
17 에피소드
공유
