Sally Duby - Sales in 2024: SaaS AE Metrics Report
Our Guest: Sally Duby is the Chief Sales Officer at The Bridge Group Inc., a sales strategy consulting firm for B2B companies looking for more from sales development, sales, and customer success.
Episode Topics:
- Marketing contribution to the pipeline rose from 33% in 2022 to 40% in 2024.
- Characterization of the account manager and customer success manager.
- Who is responsible for renewal, upsell, and cross-sell?
- Average years of experience required at hire by Annual Contract Value (ACV).
- The increasing Account Executive (AE)’s average ramp time.
- How tenure and ramp time affect productivity time - Median time at productivity sits at 24 months.
- Increasing trend of quotas across all bands from <$5k to $250k+ by ACV.
- Win rates declining from 23% in 2022 to 19% in 2024.
- Decreasing trend of quota attainment among AEs from 2012 to 2024.
- Common problems of clients The Bridge Group works with.
- The Bridge Group playbook for improving sales.
- Sally’s viewpoints on outbound sales and SDR functions.
- Effective strategies for outbound sales efforts.
- AI’s role in improving SDRs and AEs productivity.
Resources:
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Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.
Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.
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