In this eye-opening episode, Tanner Lauringson unveils his journey to shattering sales records by embracing perspective, adapting to industry shifts, and mastering the art of authentic connection. Dive into Tanner's compelling story of capturing unexpected opportunities and discover the revolutionary strategies that propelled him to soar past 180% of his SaaS sales quota.

Tanner Lauringson is a seasoned sales professional and AE in the SaaS industry, known for surpassing his quotas with a record achievement of over 180%. With a rich background that includes owning a digital marketing agency and coaching sports such as beach volleyball, Tanner's versatile experiences have honed his skills in sales and digital marketing. His strategic mind and authentic approach to building long-term relationships have been pivotal in his transition to the SaaS space, where he's made a significant impact by focusing on niche markets and leveraging industry trends. His passion for the industry and dedication to continuous learning shine through his work, inspiring peers and driving success in his sales career.

Below are the key takeaways from this episode:

• Understanding your product and your target audience well is crucial for success; Tanner Lauringson's approach to mastering the landscape of SaaS businesses allowed him to exceed his sales quotas significantly.
• Prioritizing tasks, setting weekly goals, and being able to say no can significantly boost a sales rep's productivity; Tanner's focus on ‘winning the week’ and preparing meticulously contributed to his remarkable performance.
• Building personal connections and focusing on long-term relationships rather than immediate sales leads to more substantial and consistent success; Tanner highlighted the influence of authenticity in his outreach strategy.
• Sales success requires an equation that includes a good product, successful clients, and clear growth opportunities, as well as adaptability and diverse experiences; Tanner's background and approach to sales illustrate this blend perfectly.
• Continuous learning, effective communication, and being a team player are the fundamental attributes that distinguish a top-performing sales professional; Tanner's constant effort to improve and foster connections underscored the importance of these traits.

Connect with Jesse:

Website

LinkedIn

Connect with Tanner:

Website

LinkedIn

In this episode, Jesse Morris delves into the fundamental components of revenue operations and discusses the ideal alignment of various functions under RevOps, providing valuable insights for both seasoned professionals and those new to the world of revenue operations.

Jesse Morris is a leading expert in revenue operations (RevOps) with a passion for maximizing the capabilities of companies to drive revenue. With extensive experience in the SaaS industry, Jesse provides valuable insights into key areas that fall within revenue operations—such as systems, data, sales compensation, enablement, and deal desk—offering a nuanced perspective on the ideal scenario versus quick wins and value, and the complexities involved in structuring a revenue operations function within an organization. Join us as Jesse shares his expertise and practical considerations for ensuring the success of revenue operations within your company.

Below are the key takeaways from this episode:

• Revenue operations (RevOps) revolves around the essential components of systems and data, which are non-negotiable in the ideal scenario of RevOps functionality.
• Along with systems and data, functions like sales compensation, sales enablement, sales operations, field operations, marketing operations, and channel operations also should likely fall under revenue operations.
• Deal desk and value engineering are areas that could be considered for alignment with revenue operations, but require careful consideration based on their nuances and organizational impact.
• The tension between the ideal scenario of RevOps functionality and the need for quick wins and value must be carefully navigated, with the focus on driving long-term value for the organization.
• Quantifying and establishing the actual dollar impact of revenue operations to the organization should serve as the North Star, guiding decisions and actions in this realm.

Saas Company Growth Strategies: "Ultimately what I need to do is get the areas that aren't working well, working really well, and then I can go back to the business and we can have a conversation as the business of what's in the best interest long term." - Jesse Morris

Connect with Jesse:

Website

LinkedIn