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Knowledge Hub
Thought leadership, how-to guides and best practice for driving revenue.
Over 2 decades of GTM experience delivered in bite-size chunks.
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James Barker
Nov 19, 20247 min read
CRM Stages that transform forecast accuracy
80% of companies have terribly constructed CRM stages and they have a devastating effect on adoption and forecast accuracy. Changing your...
870
James Barker
May 31, 20243 min read
Bad leadership is the main reason SDR teams fail
There has been a lot of discussion recently about the future of outbound sales. It’s a highly nuanced issue, but I believe there is still...
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James Barker
May 15, 20246 min read
Pricing Strategy: How to bundle and metrics to use
Many software companies struggle with how to price for their solution. The issue of price itself is closely tied to that of the wider set...
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James Barker
May 9, 20244 min read
Are your salespeople client-facing enough?
You would have been living under a rock not to notice that the issue of flexible working has been contentious one since COVID....
360
James Barker
Apr 30, 20243 min read
3 principles for negotiating 6 and 7-figure SaaS Contracts
If you’re negotiating 6 or 7-figure ARR deals, you’ll need to become a skilled negotiator. It’s not just about price, but the entire...
380
James Barker
Apr 15, 20243 min read
Account Executive: Opportunity strength RAG template
Sometimes we kid ourselves about how strong one of our opportunities is. We all do it. If you’re in a good mood, everything feels like...
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James Barker
Apr 9, 20244 min read
7-tips for designing your Sales Commission Plan
Compensation plans exist to drive performance-related behaviours. However, the inverse is also true in that a bad compensation plan can...
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James Barker
Apr 8, 20245 min read
Strategy: Why SaaS companies should embrace Self-service in the customer journey
Something that confounds me is how resistant some SaaS and tech companies are to massive and obvious mega-trends. Perhaps the biggest...
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James Barker
Mar 28, 20243 min read
Strategy: The 3 stages of transitioning from a founder-led sale
When you're at the helm of a startup, there comes a time when you start casting your eye over the possibility of recruiting your very...
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James Barker
Mar 28, 20244 min read
Sales: Understanding what makes an Enterprise or 'Complex' Sale
Part 1: Defining 'enterprise' sales What do we mean by 'enterprise sales'? It's important because it requires a totally different...
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James Barker
Mar 22, 20246 min read
Event Strategy: Maximising event sponsorship and attendance
Many businesses attend events with the intention of walking away with a bucketful of leads from eager buyers, with hands on half-opened...
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James Barker
Mar 20, 20243 min read
Strategy: You do what?! : The Importance of describing what you do effectively
With Fintech moving so quickly, one area many technology companies struggle with currently is explaining what they actually do. While...
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James Barker
Mar 15, 20243 min read
Guide: Creating professional videos and podcasts on a budget
In today's digital age, podcast appearances and talk-to-camera videos have become a powerful tool for SaaS companies and time-stretched...
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James Barker
Mar 15, 20243 min read
Strategy: 7 revenue scaling problems SaaS founders face at Series A
So, you've managed to survive long enough to have established some product-market fit, and are looking at how to take your revenue to the...
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James Barker
Mar 11, 20247 min read
Guide: Managing the RFP response process
Delivering excellent RFP responses is a critical part in successful enterprise selling. The required skills are predominantly around...
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