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.


About Cloud Radio by Cloud Ratings:

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.

About Cloud Ratings:
Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.

Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.

Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.

Sally Duby - Sales in 2024: SaaS AE Metrics Report
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