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Investor Blog

Our investor content is focused on helping you gain insight into what may be hindering sales growth in your companies. We provide thought leadership around ways you can continue to help your portfolio companies accelerate revenue growth.

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Categories: Scaling Sales

Scaling Sales Revenue: Clear Areas of Focus by Growth Stage

With each stage of growth, investors have the unique opportunity to help their portfolio company leaders navigate complex challenges to decrease their time to realization. We’ve outlined examples of what successful companies address, in each phase of growth, to scale revenue. Consider how you can help your portfolio company partners assess these areas and provide support as they look to address what's critically needed to scale the business.

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Categories: Scaling Sales

A Strategy for Sales Success in Competitive B2B Markets

Help your portfolio company leaders enable their sales organization to overcome the complex challenges of operating in a competitive B2B market. Your portfolio company partners may be looking for strategic ways to solve existing challenges, while in the flurry to hit growth benchmarks. Their CRO may know what is working well and what is not but is challenged with how to move forward effectively. Consider how you can help your partners navigate these obstacles to ensure their organization can survive and thrive in a competitive market.

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Accelerate Revenue Growth

Stay up to date. Don’t miss our content focused on improving sales performance in growing companies.

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Categories: Sales Messaging  |  Scaling Sales

Scaling Sales When Selling New Technology

Startup portfolio companies have a unique challenge that you are likely all too familiar with; selling a solution that is so new and innovative that it isn’t a line item in buyer budgets. Selling a product that represents a new way of doing business, demands that the sales organization is equipped to be relevant to their buyers’ business-level challenges. When you’re looking to scale sales success in groundbreaking companies, consider how you can help their customer-facing organization solidify alignment with their buyer and close premium deals repeatedly.

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Categories: Sales Qualification  |  Scaling Sales

Five Components that Help Drive Revenue Throughout the Sales Process

Part of the beauty of a revenue-driving sales process is its simplicity. Can your portfolio company leaders explain their sales process to you simply? Help your partners ensure their sales process provides the rigor and support that sales teams need to accurately predict their numbers.

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Categories: Scaling Sales

Aligning Sales to Execute Against the Growth Strategy

As an experienced investor, you understand that aligning a portfolio company's sales organization around go-to-market (GTM) shifts is critical. Most strategic changes aimed at improving a portfolio company’s competitive position in the market will likely demand alignment with their sales organization. Consider a buyer-focused framework that’s proven to help portfolio companies align their sales organization behind company goals in a way that supports front-line sales success. Assess the four essential questions everyone in your portfolio company should have consistent answers to. Leverage these questions to help your portfolio company leaders streamline the process of equipping sales with what’s needed to execute on the front line.

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Categories: Scaling Sales

Drive Business Predictability With MEDDICC

The fastest route to business predictability starts with a healthy sales pipeline and a consistent deal qualification process. When implemented correctly, MEDDICC enables company leaders and investors to have an accurate view of forecasted revenue, on any given day. Consider how you and your portfolio company leaders may be able to implement MEDDICC to sharpen your strategic decision making process and improve your ability to accurately forecast the business. As you guide your portfolio company leaders on next steps, share these insights with them to help them identify if a MEDDICC initiative is the right approach to their revenue predictability challenges.

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