Welcome to the Momentum blog

A Manager's Guide To Deal Desk Leadership (ft. Alexandra Ferdon, Senior Manager Global Deal Strategy & Operations @ Miro)

Running a great deal desk takes more than just technical expertise. It requires empathy for the sales process, a strong team, and the right tools. We chatted with Alexandra Ferdon, Senior Manager of Global Deal Strategy and Operations at Miro to get her thoughts on deal desk leadership.

Oct 26, 2021
Mohammed Shehu
Removing friction from your Rev Ops workflow (ft. Vandana Nair, VP of Rev Ops at Narvar)

Vandana Nair has led deal desk and Rev Ops roles at stalwarts like Dropbox and Workday and has learned how to spot and remove friction from the B2B sales process. She shares her thoughts on building teams, optimizing sales workflows, and building the right culture at your company.

Oct 18, 2021
Mohammed Shehu
The 5 Ds of Enterprise Selling: A Guide for Sales Teams

Enterprise selling is notably tricky without a solid process to guide your sales efforts. This post discusses the 5 Ds of enterprise selling to guide sales teams.

Sep 27, 2021
Mohammed Shehu
How To Build A Strong Sales Team and Career: An Interview with Kyle Parrish, Head of Sales At Figma

Focus is essential in sales, whether you’re building a team or a career. In this episode of our Momentum interview series, we caught up with Kyle Parrish, Head of Sales at Figma, for his thoughts on sales recruitment, trends, tools, and taking career breaks.

Sep 22, 2021
Mohammed Shehu
Improving Your Deal Desk: An interview with Megan Smith, Senior Manager of Deal Desk @ HubSpot

Megan Smith, Senior Manager of Deal Desk at Hubspot, shares her thoughts on what makes a good deal desk, what she looks for in new hires, and her best productivity tip.

Aug 12, 2021
Mohammed Shehu
Improving organizational relationships: An interview with Russ Thau, CEO @ Redjay (& Ex Head of Sales at Intercom and Envoy)

In this episode of our interview series, we catch up with Russ Thau, CEO of @Redjay, about his tech career, hiring preferences, and his thoughts on remote team management.

Aug 03, 2021
Mohammed Shehu
B2B sales tips for a post-pandemic world: An interview with Chad Malchow, VP of Sales at Honeycomb

After 22 years in sales, Chad Malchow has amassed a wealth of wisdom that can help growth-focused companies fare better in a post-pandemic age. Read on for his thoughts on tooling, hiring, and collaboration in B2B sales.

Jul 12, 2021
Mohammed Shehu
Momentum helps Twingate Leverage Their Entire Team in the Sales Process

Momentum helps Twingate accelerate their deal process using the tool they already live in… Slack. Check out this quick video to learn why Momentum is integral to their process

Jun 16, 2021
Ashley Wilson
Hiring a Deal Desk Manager: What You Need To Know

A deal desk manager is responsible for the smooth operation of the deal desk. Here’s how to think about hiring for this critical role.

May 27, 2021
Mohammed Shehu
Qualifying Enterprise Sales Prospects With MEDDIC: A Guide For B2B Companies

Learn the challenges of qualifying new enterprise sales leads and how to solve them using the MEDDIC lead qualification framework.

Apr 14, 2021
Mohammed Shehu
Enterprise Sales Cycle Management: An Essential Guide

Assessing your sales model to identify which aspects of the buying cycle to improve is key to moving each enterprise deal from quote to contract faster. This article outlines 5 key elements of the enterprise sales cycle that you can optimize.

Apr 13, 2021
Mohammed Shehu
How to Scale Your Sales Team For Easier Enterprise Selling

A good sales team can be a huge asset to your business, but scale it up too quickly and you could quickly lose momentum. This article will guide you through the right way to scale up your sales organization.

Apr 12, 2021
Mohammed Shehu
SDR Onboarding: 5 Key Elements For Training New Sales Reps

The process you follow to bring a new rep up to speed is immensely important. Learn the 5 key elements to include in your sales rep onboarding program.

Apr 09, 2021
Mohammed Shehu
How To Structure and Optimize Your Enterprise Deal Desk

Learn why a deal desk is important to your enterprise sales process, who should be on it, and how to optimize it to close more deals.

Apr 09, 2021
Mohammed Shehu
Building a Sales Operations (SalesOps) team: A Guide to Structure and Metrics

Learn how SaaS companies can build an effective SalesOps team structure (plus 7 metrics to track).

Mar 16, 2021
Mohammed Shehu
How To Create A Sales Enablement Program in 2021 (Plus 9 Sales Content Examples)

Sales teams use different types of sales collateral. Read on for 9 of them and get tips on how to build your own sales enablement program.

Feb 08, 2021
Mohammed Shehu
How To Choose The Best CRM: A Comprehensive 38-Point Checklist

Why contemplating our mortality can be a powerful catalyst for change

Feb 07, 2021
Mohammed Shehu
Should You Invest In CRM Software in 2021? (Plus How To Pick The Right One)

Investing in a CRM tool can turbocharge your sales process. Read on for the 5 key factors to consider when choosing a CRM solution.

Jan 23, 2021
Mohammed Shehu
The Only 5 SaaS Metrics You Need to Track: A Guide for Sales Teams

You can't measure what you don't track, and these 5 SaaS metrics are essential for sales teams everywhere. Find out what they are and how to calculate them.

Jan 16, 2021
Mohammed Shehu
Turning Your Account Executives Into Great Project Managers

When salespeople approach deals strategically, it allows them to confidently act as a trusted advisor and execute efficiently, leading to strong customer relationships and the ability to deliver more revenue.

Jan 14, 2021
Anna Cockell
Increase Revenue in 2021 With A Clear Sales Process

It takes a thoughtful approach to bring the right people, process, and tools together and the stakes to implement a smooth process are significant.

Jan 13, 2021
Anna Cockell
Sales Is Complex—New Tools Need New Process

Your tools and processes should increase collaboration by sharing critical information with internal cross-functional partners, store information in one place, and not get in the way or add unnecessary, additional work.

Jan 11, 2021
Anna Cockell
Aim For Balance: Stop Saying Sales vs. Product Driven Company

Instead of weighing sales versus product more heavily than the other, aim to have a balanced company where every team works together, understanding and respecting the role of other teams in the company’s success.

Jan 04, 2021
Anna Cockell

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