Modern Sales Pros Content Track
Data-Driven Sales Management
Why does Modern Sales Pros care about Data-Driven Sales Management? Because it helps our members close more deals.
Data-Driven Sales Management is the continuous monitoring of dozens of key performance indicators like bookings, average selling prices, the number of customer-facing meetings a rep has had in any given week, and the length of deal cycles.
The idea is to help managers build a clear view of their teams so that when something is off or, conversely, when it’s going better than planned, those same managers can drive positive behavior change.
Standardize Your Sales Manager’s Playbook
Learn why this is a mindset shift for most sales organizations, understanding the baseline definition for a successful sales motion, and the steps to a cohesive sales management playbook.
Making CRO
Learn about the required mindset shift from focusing on first-level managers and second-level leadership to the sales org as a whole, the c-suite, and the board. How to lead your VPs of Sales, Marketing, and CS, vs. only your department. Allocating budget for resources, tools, and humans. Owning your internal brand, and ensuring business leaders don't see you as a report of the news. You bring value via data, insights, tools, and efficiency.
AI and Sales Management
For the managers, learn how to Keep track of what’s happening with your reps, distill the most important topics, and then take action.
For leaders & ops: learn how AI can help leaders stay on top of what’s happening across the entire business, and ensure that managers are managing effectively and consistently.
Fireside Chat with Zachary Miller
Learn how Zachary utilizes data to uncover the root causes of organizational challenges, and how he crafts impactful, data-backed solutions. How to Uncover the key factors that contribute to a high-performance sales team. Understand how Zachary uses narratives to make complex data relatable and motivating for his sales teams. Unpack Zachary's strategies for revenue growth in the tech sales industry and how you can apply them in your organization.
Making VP of RevOps
Learn the required mindset shift from focusing on rep and first-level managers to the sales org as a whole, the c-suite, and the board. How to partner with VPs of Sales, Marketing, and CS, vs the "vendorship" you practiced as a manager. How to allocate budget for resources, tools, and humans and owning your internal brand, and ensuring business leaders don't see you as a report of the news. You bring value via data, insights, tools, and efficiency.
Fireside Chat with Sam Blond: Former CRO at Brex
Learn strategies for building your outbound motion and driving opportunity creation, how to improve your sales motion, how to keep your customers happy (and excited to renew), the key qualities that turn a successful sales manager into a sales leader and make a positive impact on your company’s culture as a leader.
Nuts and Bolts: How to Build A Rep Ramping Machine for RevOps and Sales Leadership
Learn how to set the proper fundamentals for a great ramp, how to set correct ramping goals, which KPIs to monitor to ensure success, and how to make sure you’re coaching to succeed.
The Goal Driven Sales Org: How Sales Leaders Can Set Goals to Drive High Performance
Learn how to select the right activities to goal on, how to set smart goals (and communicate them), how you can arm and enable your managers with goals, how to monitor and manage your rep's goals, and how to adjust goals when the curve balls keep coming...
Creating A Sales Coaching Culture: How Modern Sales Leaders Drive Team Performance
Learn how to observe and detect problems (on a rep-by-rep basis and across the entire team), how to inspect the data and get to the root cause (i.e. what is causing the problem?), what action needs to be taken (i.e. what behavior needs to be coached), how to coach your reps through behavior changes, and how to observe and detect. And, do it all again!
Fireside Chat with Bill Binch:
Former CRO of Pendo,
Managing Director of Marketo
Listen as Bill speaks on strategies for scaling software companies, differentiation in a poor environment, contending with downsell, coaching and mentorship for sales executives and CEOs, and emerging trends and new tech that you should be aware of.
WELCOME TO THE BIG LEAGUES:
CREATING A SALES CULTURE OF
HIGH PERFORMANCE AND ACCOUNTABILITY
Dive into individual underperformance, organizational opportunity cost, team demoralization, and busted recruiting. Learn about consequences of not proactively addressing and resolving performance issues in this masterclass.
Fireside Chat with Jeff Depa: CRO at Gainsight
Learn Jeff Depa’s best practices for managing complex businesses with accuracy and efficiency, overcoming challenges in leading teams through complex business environments, building and leading customer-focused enterprise teams for success, creating a culture of accountability and execution to produce remarkable results, strategies for driving profitable hyper-growth team in software businesses, and the importance of innovation and creativity in crafting GTM strategies.
Fireside Chat with Blake Bartlett: Sales Tech Investor Extraordinaire
Learn about Blake Bartlett's extensive experience as a lead investor and board member for dozens of successful SaaS businesses, how board members think and what it takes to navigate the boardroom successfully as a sales leader, based on Blake's experience and expertise, the power of personal branding to power your org’s growth, why he believes PLG is the future of SaaS and a deep dive into GPT-4 and how it can be leveraged to drive growth and success across your sales motion.
SERVANT LEADERSHIP REVENUE OPERATIONS: EMPOWERING MODERN SALES ORGS WITH DATA
Learn what it means to be a modern, data-driven rev ops professional (Proactive > Reactive!), how rev ops can work with managers and leaders to align on key KPIs to set sales metric goals that drive improvement, how rev ops can leverage data to make a serious impact on both fully-ramped and ramping rep performance.
Fireside Chat with Kris Rudeegraap:
CEO of Sendoso
Learn about Kris’ journey from seller to founder, including how he discovered the need for better corporate gifting and what inspired him to make the leap to starting his own company, his experience building Sendoso in its early years, how the current market has affected corporate gifting and how Sendoso is tackling any challenges, why sales teams should continue to prioritize relationship building via gifting, Kris is a writer for Forbes Technology Council - what are his biggest hot takes of the SaaS space.
FIRESIDE CHAT WITH RICH LIU: CRO AT EVERLAW
Hear from Rick on going from biomedical engineering to sales leader (the core traits necessary), what it took to scale five different multi-billion dollar unicorns, how he builds high-performing teams, what it takes to be a Top 100 Global Sales Leader, the differences in scaling a Series A org to a Fortune 500 company.
Fireside Chat with Marc Wendling:
Making $75 billion history
Hear from Marc on how Marc handled the transition from various tech companies in different verticals, the growth stages Snowflake went through before IPOing , key tactics that were implemented leading to the largest U.S. software based IPO in history, biggest change after the IPO, and what keeps Marc motivated after reaching such an achievement.
BE THE KING (NOT JESTER) OF THE BOARD ROOM: DATA-DRIVEN BOARD MEETINGS FOR SALES LEADER
Learn from Pete on how to interpret data in a way your boardroom cares about, how to visualize said data, and how to present said interpretations and visualizations.
Fireside Chat with Daniel Head: Former CRO at Braze who achieved $200 million in ARR
Hear about Dan’s early journey in tech before landing at Braze, climbing the ranks from VP & GM EMEA to CRO, trials & tribulations as the 1st employee in the EMEA regions, how Braze achieved $200 million in ARR, and his work as an advisor for Cuvama.
Creating A Sales Coaching Culture: How Modern Sales Leaders Drive Team Performance With Managerial Leverage
Learn how to observe and detect problems (on a rep-by-rep basis and across the entire team), how to inspect the data and get to the root cause (i.e. what is causing the problem?), what action needs to be taken (i.e. what behavior needs to be coached), how to coach your reps through behavior changes, how to observe and detect. And, do it all again!
Taming The Chaos: Mastering 2nd Level Sales Leadership
Learn why you should care about data & metrics as a 2nd level manager, the metrics you need as a modern sales leader, the metrics your managers need to lead their reps effectively, the metrics you need to monitor at the rep level.
Fireside Chat with Kelly Breslin Wright, President & COO @ Gong
Learn about Kelly's career transition from Consultant to VP of Sales, being Tableau's first salesperson and Kelly's journey building out the sales org, the many Board Director positions she's held (biggest takeaways, commonalities in companies that succeed), founding Culture Driven Sales, being on the amazing rocket ship that is Gong.
Servant Leadership for Sales Ops: Empowering Modern Sales Orgs with Data
Learn what it means to be a modern, data-driven sales ops professional (Proactive > Reactive!), how sales ops can work with managers and leaders to align on key KPIs to set sales metric goals that drive improvement, how sales ops can leverage data to make a serious impact on both fully-ramped and ramping rep performance.
Be the King (Not Jester) of the Board Room: Data-Driven Board Meetings for Sales Leader
Learn how to interpret data in a way your board room cares about, how to visualize said data, how to present said interpretations and visualizations .
ASSEMBLY LINE: HOW TO BUILD A REP RAMPING MACHINE FOR REVOPS AND SALES LEADERSHIP
Learn how the fundamentals: what does a great rep ramp look like? How do you set the correct ramping goals? What KPIs do you monitor to ensure success?How do you make sure you're coaching to succeed?
THE GOAL DRIVEN SALES ORG: HOW SALES LEADERS & REVOPS CAN SET GOALS TO DRIVE HIGH PERFORMANCE
Learn how to select the right activities to goal on, how to set smart goals (and communicate them), how to monitor and manage your rep's goals, how to adjust goals when the curve balls keep coming.
PERFORMANCE TO THE MAX: CREATING A SALES TEAM CULTURE OF HIGH PERFORMANCE AND ACCOUNTABILITY
Hear from Pete Kazanjy as he covers individual performance, organizational opportunity cost, team demoralization, and busted recruiting.
Fireside Chat With Pablo Dominguez, Operating Partner At Insight Partners
Learn from Pablo Dominguez as he talks about, his transition from Alexander Group to VP of RevOps (and everything in between), the several Advisory Board Member positions he’s held and how he helped the organizations achieve their goals, key strategies he’s developed for GTM orgs as an Operating Partner at Insight Partners, crucial steps that drive sustainable growth and the biggest takeaways from his book What A Unicorn Knows.
Taming The Chaos: Mastering 2nd Level Sales Leadership
Hear from Pete Kazanjy and guest speaker, Mike Hoffman about why you should care about data & metrics as a 2nd level manager, the metrics you need as a modern sales leader, the metrics your managers need to lead their reps effectively, the metrics you need to monitor at the rep level.
Servant Leadership for Sales Ops:
Learn from Pete Kazanjy about what it means to be a modern, data-driven sales ops professional (Proactive > Reactive!), how sales ops can work with managers and leaders to align on key KPIs to set sales metric goals that drive improvement, how sales ops can leverage data to make a serious impact on both fully-ramped and ramping rep performance.
Be The King (Not Jester) Of The Board Room:
Learn from Pete Kazanjy how to interpret data in a way your board room cares about, how to visualize said data, and how to present said interpretations and visualizations.
Pivoting To An Efficiency First Sales Org
Learn from Pete Kazanjy on how to identify reps who need help and where they need help (like win rate), how to help your AEs prospect and create their own new business (no more complaining about marketing and sales development's lack of meetings booked), and how to create a fast and health rep ramp so all of your AEs are as efficient as possible as quickly as possible.
Shoot Par and Crush Quota with Data-Driven Golf and Sales Management
Hear from Pete Kazanjy. Learn about the data revolution in golf, using data to improve your golf game, the data revolution in sales management, and using data to improve rep & team performance.
Sales Manager Enablement Best Practices with Paul Butterfield
Learn from Paul Butterfield, the critical components of a revenue enablement strategy, the use of strategy mapping and revenue-based strategy, and the difference between Revenue Enablement vs. Sales Enablement.
Fireside Chat with Jason Lemkin, Founder @ SaaStr
Learn from Jason Lemkin. He’s giving out hot tips for SaaS organizations looking to fundraise in the next 12 - 24 months, discussing the perfect pitch - what are investors looking for? And building communities - the enormous success of SaaStr.
Fireside Chat with Mark Roberge,
Founding CRO @ Hubspot
Hear from Mark Roberge on the early days: going from AE to CRO, the inspiration and findings of The Sales Acceleration Formula, the curriculum he teaches at Harvard Business School, how he helps early-stage startups go to market, and his next BIG prediction.
LEVEL UP: REP 1:1S THAT DRIVE REVENUE
Learn from Pete Kazanjy about what a good vs bad manager <> rep 1:1 looks like (coaching vs not coaching), how to set a killer manager <> rep 1:1 agenda, and how to use the OODA loop to minimize the impact your manager <> rep 1:1s make.
Shoot Par and Crush Quota with Data-Driven Golf and Sales Management
Learn from Pete Kazany about, the data revolution in golf, using data to improve your golf game, the data revolution in sales management, using data to improve rep & team performance.
Revenue Enablement Secrets of PE-Backed Scaled Sales Orgs with Paul Butterfield
Learn from Paul Butterfield about what world-class revenue enablement looks like, the framework you should build your revenue enablement organization on, how to take revenue enablement beyond KPIs, how you can be the best revenue enablement leader. Plus, a Revenue Enablement Strategy Map.
To The Moon! Ramp Your SDRs & AEs Better
Join Pete Kazanjy and learn what a good vs bad manager <> rep 1:1 looks like (coaching vs not coaching), how to set a killer manager <> rep 1:1 agenda, and how to use the OODA loop to maximize the impact your manager <> rep 1:1s make.
Fix Or Fire:
Managing Up Or Managing Out Problem Reps
Learn from Pete Kazanjy (CRO @ Atrium) about individual underperformance, organizational opportunity cost, team demoralization, and busted recruiting.
Pivoting To An Efficiency First Sales Org
Join Pete Kazanjy (CRO & Co-Founder @ Atrium) to learn how to identify reps who need help and where they need help (like win rate), how to help your AEs prospect and create their own new business (no more complaining about marketing and sales development's lack of meetings booked), how to create a fast and health rep ramp, so all of your AEs are as efficient as possible as quickly as possible.
FIRESIDE CHAT WITH MAX ALTSCHULER, FOUNDER @ GTMFUND & SALES HACKER
Learn from Max Alstchuler, the Founder of GTMfund. His journey before founding Sales Hacker, the Sales Hacker acquisition, working at Outreach and angel investing and advising startups.
The Secret Behind Snowflake's SDR Success: The Sales Development Academy
Learn from Lars Nilsson, VP of Global Sales Development at Snowflake. Lars’ time spent at Xerox and the takeaways from his experience there, the inception of Snowflake’s Sales Development Academy and learn what is covered in the Academy.
FIRESIDE CHAT WITH MATT CAMERON, FOUNDER @ SAASY SALES LEADERSHIP
With legendary sales leadership experience on his resume, like time at Salesforce and Yammer, it's clear why Matt created SaaSy Sales Leadership. Learn why sales training is not working as intended, domain expertise is the way to build a great sales career and to beat quota and about DEI education and its place amongst modern leadership.
Fireside Chat with Brett Queener,
OG Sales Ops @ Salesforce
Learn the Father of sales operations at Salesforce. The journey from early stages to later. His advice on how to take on incumbents. The journey from being in sales ops to running product. How tech stacks have changed over time. Building a movement through new category creation.Big mistakes that early and mid-stage sales teams make and moving from operator to investor.
Fireside Chat with John Barrows, Author of
"I Want To Be In Sales When I Grow Up"
John wrote the book "I Want To Be In Sales When I Grow Up" with his daughter. Learn managing Millennials (and Gen Z-ers) is different than any other generation, the Predictable Revenue Model is broken and successful selling through a recession and how you can too.
The Moneyball Method:
Applying Baseball's Data-Driven Revolution To Sales Management
Pete Kazanjy (Co-Founder & CRO @ Atrium, Founder @ Modern Sales Pros) and Richard Lin (Sr. Customer Success Manager @ Atrium) led this masterclass on The Moneyball Method: Applying Baseball's Data-Driven Revolution To Sales Management. Learn rep goals, deal inspection and strategy, new hire ramp, issue identification and fixing, data-based 1:1s and standardizing the success of top performers.
Shark or Mark: Applying Pro Gambling Strategies To Sales Management
Learn the 21st-century approach to betting, how this applies to your sales *management* motion, how to leverage data to understand where you're trending toward your team's goals, how to identify the underlying causes of success and of failure and, how to course correct to hit (or absolutely smash) your number.
Fix Or Fire: Managing Up Or Managing Out Problem Reps
Learn how individual underperformance: Are you fully ramped reps making cash or burning cash for your organization? How much revenue is your org losing by giving opportunities to reps that have worse conversion rates and lowers ASPs? Low performers bring down the team average, demotivate top performers, and decrease healthy competition. Busted Recruiting: Have you ever tried to recruit a top-performing rep to join a team of low-performing reps? Pro-tip: It’s nearly impossible. Learn all that and more!
How To Scale Your Revenue Org: From Your 1st Hire To 20+ Reps
Learn how to prove the successful performance of a complete unit of revenue production, including lead gen, selling & closing, & onboarding. How to demonstrate the successful performance of a full team of teams; full complement of AE team, SDR team, CS team, working under one manager. How to clone that prior unit and get another platoon up to speed, typically involving another managerial layer.
Sink Or Swim: Manage Your Sales Reps Through A Downturn
Learn how to pivot your sales team in a downturn (go from growth first to efficiency first), how to find a new baseline for your once reliable sales motion, how to focus on and drive effort and efficiency in your AE & SDR teamsHow to optimize your management and operations staff (nice to have vs need to have vs automate it) Is your sales team the right size? and how to make data-backed, fair decisions when deciding whether to RIF.
Level Up: Rep 1:1s That Drive Revenue
Learn what a good vs bad manager <> rep 1:1 looks like (coaching vs not coaching), how to set a killer manager <> rep 1:1 agenda, how to use the OODA loop to minimize the impact your manager <> rep 1:1s make
Makin' It Rain: Mastering 2nd Level Sales Leadership
Learn why you should care about data & metrics as a 2nd level manager, the metrics you need as a modern sales leader, the metrics your managers need to lead their reps effectively and the metrics you need to monitor at the rep level!
Go Coach of Go Home: Knock Your Revenue Out of the Park
Learn how to observe and detect problems (on a rep-by-rep basis and across the entire team), inspect the data and get to the root cause (i.e. what is causing the problem?), decide what action needs to be taken (i.e. what behavior needs to be coached) coach your reps through behavior changes and head back to observe and detect. And, do it all again!
Setting AE & SDR Goals That Don’t Suck
Learn how to select the right activities to goal on, how to set smart goals (and communicate them), how to monitor and manage your rep’s goals, and how to adjust goals when the curve balls keep coming!
Applying The Moneyball Method To Sales Management:
A Masterclass
In this masterclass, you’ll learn how the best sales managers and sales leaders use data to set, monitor, and manage rep goals, deal inspection & strategy, new hire ramp, issues identification & fixing, database 1:1s, Standardizing the success of top performers.
Sink Or Swim: Manage Your Sales Reps Through A Downturn
Learn how to pivot your sales team in a downturn (go from growth first to efficiency first), how to find a new baseline for your once reliable sales motion, how to focus on and drive effort and efficiency in your AE & SDR teamsHow to optimize your management and operations staff (nice to have vs need to have vs automate it) Is your sales team the right size? and how to make data-backed, fair decisions when deciding whether to RIF.
How To Hybrid: Playbook For Managing Distributed Reps
Learn why managing hybrid and remote sales teams is so challenging, how to use metrics as your eyes and ears (specifically across different geographies), how to set and track the right goals, and then how to act on them and hat the best day-to-day operational rhythms and meetings for hybrid teams look like.
Harnessing Your Inner Challenger Masterclass with Teri Long
Learn how to adopt the Challenger Mindset to be proactive rather than reactive. How to Identify the 5 Deadly Sins to take ownership of challenges and make them your advantage. How to utilizing data to inform your actions and guide revenue growth.
Makin' It Rain: Mastering 2nd Level Sales Leadership
Learn why you should care about data & metrics as a 2nd level manager, the metrics you need as a modern sales leader, the metrics your managers need to lead their reps effectively and the metrics you need to monitor at the rep level.
How To Scale Your Revenue Org: From Your 1st Hire To 20+ Reps
Learn how the fundamentals of building and scaling your revenue organization like how to prove the successful performance of a complete unit of revenue production, including lead gen, selling & closing, & onboarding.
Data Or Die: Get Your Reps Ramped At Warp Speed
Learn why the most common reasons ramp fails, what are the signs of a good vs bad ramp and the new Rep Ramp Productivity Offset™.
Applying The Moneyball Method To Sales Management:
A Masterclass
In this masterclass, you’ll learn how the best sales managers and sales leaders use data to set, monitor, and manage rep goals, deal inspection & strategy, new hire ramp, issue identification & fixing, data-based 1:1s, standardizing the success of top performers, plus so much more.
Go Coach or Go Home: Knock Your Revenue Out of the Park
Learn how to observe and detect problems (on a rep-by-rep basis and across the entire team), how to inspect the data and get to the root cause, how to decide what action needs to be taken and how to coach your reps through behavior changes.
Set AE & SDR Goals That Don’t Suck
Learn how to select the right activities to goal on, how to set smart goals (and communicate them), how to monitor and manage your rep’s goals and how to adjust goals when the curve balls keep coming.
Hey! You There?: My Playbook To Manage Remote Reps
Learn why managing hybrid and remote sales teams is so challenging, how to use metrics as your eyes and ears (specifically across different geographies), how to set and track the right goals, and then how to act on them and hat the best day-to-day operational rhythms and meetings for hybrid teams look like.
Level Up: Rep 1:1s That Drive Revenue
Learn how to build a powerful 1:1 agenda, how to arm yourself (the manager) and your reps with the right data, and how to execute the OODA loop to ensure a constant feedback loop is happening.
Sink or Swim: Manage Your Sales Reps Through A Downturn
Learn how to pivot your sales team in a downturn (go from growth first to efficiency first), how to find a new baseline for your once reliable sales motion, how to focus on and drive effort and efficiency in your AE & SDR teams, how to optimize your management and operations staff (nice to have vs need to have vs automate it) and so much more!
Go Coach or Go Home: 3 Strategies To Turn Your Reps Into Champions
Learn 3 strategies to turn your reps into champions with data-driven sales coaching.
Pete and Bill will talk nothing but tactics so you can leave this webinar with tangible coaching to deploy across your revenue org.
AE & SDR Goals That Actually Stick
Learn how to select the right activities to goal on, how to set smart goals (and communicate them), how to monitor and manage your rep’s goals and how to adjust goals when the curve balls keep coming, plus so much more!
How to Hybrid
Learn why managing hybrid and remote sales teams are so challenging, how to use metrics as your eyes and ears (specifically across different geographies), how to set and track the right goals, and then how to act on them and what the best day-to-day operational rhythms and meetings for hybrid teams look like.
Put Me In Coach:
From Underdog to Over-Performer
Learn what are the first principles of coaching with data? Why use it? The frameworks for successful operating rhythms and how to identify issues within your team.
Level Up Your Reps in Data-Driven 1:1s
Learn what a productive and successful 1:1 mean in practice, and how in the world do you prep for it? learn how to set an agenda, make them data-driven, prep, and hold your team accountable + track progress and more
AE & SDR Goals That Actually Stick
Learn how to select the right activities to goal on, how to actually set smart goals (and communicate them), how to actually monitor and manage these goals, how to adjust goals when things continue to get weird (Um, like a pandemic that just won't quit?)
Not 2 Fast or Furious: Ramping for Success
Learn the fundamentals: what does a great onboarding experience look like? How do you set the correct ramping goals? What KPIs do you monitor to ensure success? How do you make sure you're coaching to succeed?
How We Hybrid
Learn challenges with hybrid sales teams, how to use metrics as your eyes and ears, setting and tracking the right goals, creating day-to-day operational rhythms.
Moving The Needle:
Data-Driven Rep 1:1s
Learn what a productive rep 1:1 looks like, the data you should use, how to prep for them, and how to track their progress.
Setting SDR & AE Goals That Don’t Suck
Learn how to select metrics that matter, set smart goals and communicate them, monitor and manage those goals, and adjust them when things get weird.
Put Me In Coach: From Underdog To Over Performer
Learn how to coach with data, frameworks for successful operating rhythms, and how to identify and fix issues.
How to Be an Amazing Data-Driven SDR Leader
Learn how to adapt to a distributed environment, deliver effective SDR coaching, set & track the right goals, and accelerate onboarding and ramp time.
Nailing the Science of Sales with Data-Driven Sales Management
Learn how to use data to accelerate onboarding and ramp time, set and communicate smart goals, and monitor and manage them with effective coaching.
Enabling and Empowering Data-Driven Sales Managers
Learn how to be a data-driven sales manager, empower your people, which metrics matter for coaching, and use those metrics to your advantage.
Take AE Prospecting From Good To Great!
Learn how to define success, track your team’s progress, identify the right KPIs, and when to re-evaluate your prospecting goals and efforts.