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:

https://blog.bridgegroupinc.com/2024-ae-metrics-compensation-benchmark

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