Gainsight
MARCH 27, 2025
The spotlight was on Gross Retention Rate (GRR), pipeline metrics, and bookings. Lets take a look at each: Gross Retention Rate (GRR) GRR addresses the ongoing value and retention from existing customers, exclusive of any new bookings from up-sells, cross-sells, or new logos.
The Secret PM Handbook
OCTOBER 9, 2018
When sales are not going well, company leadership might ask product management come in to help hit the numbers. As Geoff said: …when the bookings are light, often product management is diverted to “fix” the problem. This can be a bad thing or a good thing. Often] not a great idea.
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Product Innovation Educators
JANUARY 10, 2022
She cofounded the Radical Product Thinking movement of leaders creating vision-driven change, along with authoring the book Radical Product Thinking: The New Mindset for Innovating Smarter. Logistics: How does the solution get to customers (support, sales, training customers, professional services)? 22:13] Prioritization.
Intercom, Inc.
SEPTEMBER 4, 2019
Sales coaching is a series of teaching methods used to improve the performance of reps. The concept of coaching is different from sales training: sales training is usually the same for everyone, while coaching is based on the individual needs of each rep. Example data sheet that I ask my reps to fill out.
Intercom, Inc.
NOVEMBER 20, 2018
Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. In this post, I outline how SaaS founders should modify their approach and implement a simple sales methodology to increase their odds of success.
Mind the Product
SEPTEMBER 1, 2017
We all come to product management from different backgrounds, but one thing that has long been true and is only just starting to change, is that when we start this job our training generally consists of Googling. It’s interesting then to contrast our approach to training with other job roles. But the training was intense!
Intercom, Inc.
APRIL 4, 2019
But for some reason this is precisely what the 99% of software companies are doing when they implement the SDR/AE sales model. Created and popularized by Salesforce.com and then written about in the book Predictable Revenue , the appeal of the SDR/AE mode is obvious. The company was also getting pulled upmarket.
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