Scott Britton

Scott Britton

Recent posts by Scott Britton

6 min read

Using Troops to Stay Agile and Effective During COVID

By Scott Britton on Apr 9, 2020 4:46:44 PM

The word that keeps coming up again and again on every leadership call I’ve been on is “agility.”

Topics: Sales Strategy Sales Leaders Sales Operations Remote Work
8 min read

Making Sense of COVID-19 with CRM Tracking

By Scott Britton on Apr 7, 2020 12:06:48 PM

"You can only manage what you measure” - Peter Drucker

Companies everywhere are trying to get a grasp on how—and how much— the coronavirus pandemic is impacting their business, so they can make short and long term adjustments.

And though this quote might feel a bit cliche, it has never been more true!

One of the amazing aspects of working at Troops is that we’re able to see how some of the top companies in the world are instrumenting and operationalizing their go-to-market (GTM) motions.

In this post, we’re going to cover various ways we’re seeing teams adjust their CRM to capture information related to COVID so they can remain agile, coordinated, and productive during this crisis.

Topics: Sales Ops Sales
20 min read

Troops vs. the Native Slack Salesforce Integration

By Scott Britton on Dec 5, 2019 4:00:21 AM

In October 2019, at Slack Frontiers London, Slack and Salesforce announced availability of a deeper integration between Slack and Salesforce Sales and Service Clouds.

Topics: Troops Slack Sales Strategy Product Sales Ops
1 min read

Looker saves hours by updating deal forecasts using Troops

By Scott Britton on Nov 1, 2019 5:51:00 PM

Frustration with pipeline updates

Like most reps, Nick Pompeo, an Account Executive at Looker, found updating his opportunities a burdensome and time-consuming task. There was often a batch process of updating his forecasts at the tail end of every quarter, leading to a spike in close date movements that made it difficult to make accurate predictions on whether or not deals would close at a stated time.

9 min read

How to Keep Your Team Accountable to Pre-Meeting Research

By Scott Britton on Aug 27, 2019 6:33:43 PM

We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher.

Topics: Sales Strategy Best Practices Sales Development Sales Leaders Sales Ops
8 min read

Revenue Operations vs. Sales Operations: What They Do and When to Hire for Each

By Scott Britton on Aug 27, 2019 5:48:12 AM

In the tech industry, we’ve seen plenty of absurd job titles such as “Full Stack Magician” and “Chief Heart Officer.” And let’s not forget copious use of the word “Ninja.”

Today, we’ve mostly outgrown titles such as the above. But new ones still continue to emerge often due to the requirements of the market and new functional skills.

Topics: Sales Strategy Sales Development Sales Leaders
9 min read

Making Salesforce Validation Rules Work Without Alienating Your Team

By Scott Britton on Aug 15, 2019 8:21:22 AM

Ask any sales rep on your team about validation rules, and they will probably start rolling their eyes.

Topics: Troops Slack Sales Strategy Best Practices Guides Sales Development
5 min read

Troops Surpasses 10,000 Users and Sees a 178% Year-on-Year Growth

By Scott Britton on Aug 13, 2019 7:45:44 PM

2018 was a milestone year for Troops with tremendous year-on-year growth.

Topics: Troops Slack Sales Strategy Growth
9 min read

Should You Use a Sales Deck or Show Product on Your First Call?

By Scott Britton on Jul 31, 2019 12:00:00 PM

Using a sales deck to present your product or service seems like a tradition as old as time. 

But recently, I've noticed a trend of reps diving straight into the product on the first call – without me asking.

Topics: Sales Strategy Sales Development
7 min read

How to Improve the Quality of Your Discovery Meetings at Scale

By Scott Britton on Jul 16, 2019 3:52:38 PM

The average first meeting for a B2B SaaS company today costs over $700. At many enterprise companies, it often costs a lot more.

Topics: Troops Slack Sales Strategy Sales Ops