EPISODE 085: Building and Measuring Success in SaaS with a Buyer Centric Model

Interview with TJ Macke - SVP of Strategy at Sapper Consulting  

TJ Macke is the SVP of Strategy at Sapper Consulting, where he manages go-to-market initiatives, with a focus on developing new products and partnerships. He is also an Operating Partner at SalesSource, a consulting firm that uses sales processes, SaaS CRM, and cloud technologies to help companies scale their existing sales organizations. In this episode of Marketer of the Month, TJ discusses the evolving role of sales and what it takes to optimise a team in today's digital-first and buyer-centric world.  

On the Menu:   

1. Using team selling to make large enterprise account sales easier 

2. Gating content and how it affects your potential customers 

3. Linkedin and podcasting - how unmeasurable brand activities help 

4. Shifting from sales enablement to revenue enablement 

5. Migrating legacy data: knowing what to move 

6. Parallel of designing for both the buying and selling journeys