Looking to Fix Sales Comp? You Probably Need to Think Bigger
Incentive compensation systems rarely break instantly. They fracture over time. Warning signs may include a spreadsheet versioning error or a payout...
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Alejandro Bellarosa
Alejandro is the Senior Director of Product Marketing and is results-driven marketing leader with a proven track record of driving growth in global B2B SaaS companies surpassing $1B ARR. Specializing in product marketing, go-to-market strategy, and sales enablement, Alejandro has successfully expanded total addressable markets, improved customer acquisition, and increased ARR by 2.2x YoY. His expertise lies at the intersection of brand, demand, and product marketing—translating insights into strategies that accelerate revenue. His experience as a cross-functional leader has influenced the growth trajectory at some of the world's largest organizations
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Why an Annual & Manual Sales Planning Process Won't Cut It Anymore
It's the start of Q4, and you sit down to plan next year's sales targets and strategy. You review this year's targets and realize the goals set a...
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Top Sales Planning Tools for Revenue Predictability and Profitability
When headcount or roles shift mid-quarter, coverage realignment often lags by weeks, leaving high-value accounts unattended and pipeline creation to...
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A Guide to High-Impact RevOps Strategy for Enterprise Teams
RevOps is meant to bridge strategy and execution by uniting data, technology, and teams around shared revenue objectives. In practice, though, many...
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Solving Sales Team Retention with Better Capacity Planning
If you're like most Chief Revenue Officers (CROs), RevOps leaders, or sales compensation leaders, when sales team retention becomes a problem, you...
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What is Sales Planning Really?
Even in large enterprises, sales planning can shrink to an annual shuffle of territories, quotas, and a few account moves. It can feel efficient in...
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Strategic Sales Planning Is Stuck in the Past. Here's What Modern Looks Like
Not so long ago, sales planning was a yearly routine: finalize the model, set the quotas, and move forward. But what worked then doesn't work now,...
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Getting the Most Out of Sales Quota Planning at the Enterprise Level — Beyond Simple Allocation
The fiscal target is set. The board expects growth. Sales leaders want clarity and fairness. And you're tasked with building a quota plan that...
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Why Your Territory Planning is Probably Costing You (And How to Fix It)
“You can have the best sellers in the industry, but if they are running the wrong race, they are likely to lose.”
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