Sales & Marketing Insights from Edwin Abl

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Sales

12/1/2023

Over the last three years, I have advised more than 50+ B2B companies on how to structure their GTM/marketing teams - and the same five issues keep coming up…the context here is the revenue range between $3M ARR - $20M ARR (albeit principles still apply in higher revenue ranges).

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

6/3/2023

How To Hire The Right CRO (and why its crucial for the GTM engine)

The problem? Most companies don't know what they want from the CRO, the org design is wrong, and you don't do enough due diligence (i.e. potential psychometrics). It's risky.

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

5/20/2023

How To Design Buyer-Centric Marketing Machines

Gartner suggests that 77% of B2B buyers state that their latest purchase was complex and challenging. ‍The customer's buying journey is harrowing.

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

5/9/2023

Chat GPT for Cold Email Prospecting: Does it Work?

Here are some thoughts on my observations in the last six months, as I have been hands-on with two clients doing an SDR transformation as part of the GTM.

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Marketing

Sales

3/24/2023

How to Achieve Better Sales and Marketing Alignment

It’s an age-old story: marketing generates leads, but sales says the quality of the leads isn’t good. I’ve put together this article to share a few of my best tips for achieving sales and marketing alignment.

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

3/4/2023

The Science of Selling: Understanding the 6 Whys Behind Every Buying Decision

Have you ever wondered why your potential customers walk away from a sale, even when you think you've presented them with the perfect solution? Base your sales process on creating "next step layers".

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

Personal Progress

2/8/2023

A Strategy For Outbound Marketing In 2023

Outbound marketing no longer works. ‍Well, that's what some people would say (I don't believe this, BTW, I think it's evolved).

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

2/7/2023

Why Sales-Led Growth Doesn't Work and What To Do About It

It would help to not rely on sales-led growth to scale your business. Every week I'm amazed by the reasons for no / slow growth between £2m - £10m ARR; it often results from bad sales hires or attrition.

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

Personal Progress

7/25/2022

How Long Should I Spend Writing A Cold Email?

You need to invest the time needed to write a compelling message...

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor

Sales

7/19/2022

How To Revamp Your Sales Deck - Best Structure To Follow

You should tailor your sales deck based on persona

Edwin Abl, SaaS GTM Expert & B2B SaaS Advisor