This year has been a year of extremes in the tech world. From talent shortages to recent lay-offs, it has been a precarious time for many in the labor market. Despite all of this volatility, something remains constant — the need for comprehensive compensation packages that exceed employee expectations.

Positive performance and sentiment increased from our last Executive member survey, however current market conditions have led our members to make tough decisions.

We surveyed our Executive members on their May 2022 performance, hiring, and recession planning.

We teamed up with Syncari to interview five revenue leaders about their current data collection and analysis process, the challenges they face in aligning and sharing data, and embracing distributed truth.

We explore the trends of 2021 and what that means for executive compensation and negotiation as we move into an increasingly uncertain market in 2022. 

The most effective sales reps are a different breed. They consistently crush their quota, fill their own pipeline, and share best practices with their fellow sellers. But are these reps blessed with natural selling instincts? Or can their routines be replicated? We teamed up with Dooly to interview some of today’s top sales leaders to learn the habits of high performers, and what’s holding reps back.

Picture this: Your team spends hours researching and crafting the perfect cold email—only for it to be ignored. Let’s introduce gifting. It’s the missing piece to any ABM strategy.

We worked with RevenueGrid to interview five industry-leading Rev Ops experts to explore their approach to data-driven sales strategy. We asked how they use data and sales playbooks to guide their teams to success and optimize their sales execution.

What defines a great Account Executive, and how can fast-growing companies vet these traits in the interview process? We teamed up with BrightHire to survey sales leaders and identify trends in AE hiring and interview processes.

B2B buyers are savvier, more informed, and more time-constrained than ever. Two-thirds prefer self-service over speaking to a rep at all. In this e-book, we ask (and answer) a pressing question: How can you prepare your revenue teams for the new remote, buyer-centric reality?

Personalized messaging is the most effective way to engage and close deals with your most coveted target accounts. But marketing and sales teams are running into a key challenge — personalized content is not easy to scale.

Download the Sales Development Report 2021 below to gain expert insight into how the market has fared this year, including the perception of cold calling, major changes in trends and a peek into how other businesses handle their SDR teams.

Tech stacks have become an indispensable part of a sales team’s day-to-day, whether you’re an Account Executive working a deal or a VP of Sales managing a team and a quota. This ebook breaks down how sales teams use digital selling tools, and why sales engagement will remain a critical part of sales as teams adapt to a changing business landscape.

A data-driven approach is the key to success in B2B sales. That’s why so many companies are turning to Revenue Operations (RevOps) to take their business to the next level.

Since enrolling their team in Pavilion, Encapture has streamlined employee development, discovered top talent, and reduced spend on hiring and outsourced training.