Hi, .

Last week we've welcomed our first team member Ljubica Goranovic, who'll be Chief Trenches Engagement Officer.

Ljubica is in charge of planning all community events and blogs, so lots of things are coming up in November.

Stay tuned.

Upcoming events

• Iterate your way to perfect marketing with Trevor Longino - 27th Oct, 5 PM CET - 11 AM EST
• Developing a centralized ABM playbook and scaling ABM with Andy Culligan - 28th Oct, 4 PM CET - 10 AM EST
• Hands-On Prospecting. How to get a 55% reply rate to your outreach campaign with Thibaut Souyris - 4th Nov, 5 PM CET - 11 AM EST.

Questions from fellow Trenchers

Let's help each other. If you can contribute or answer any question below, just click the link and share your thoughts.

• Anyone have their executive/management team working with a 3rd party coach?
• Anyone working in Benelux (even better, Belgium)? I'd like to get some hints about salary rates in the marketing industry
• What is your market research process for testing a micro-niche?
• What’s the difference between Target Account Selling and ABM

Post Of The Week

Do you think that in 5 years' time will we still have sales-led organizations?

I just loved Annika's response to my question of whether in 5 years will we still have sales-led organizations.

My perspective was that buyers will become more and more informed in the buying process and that they won't require any sales assistance.

Annika's response was:

"Most of the SaaS startups that I've been working with over the years have been very light on the sales. I think this is mainly because of the different business cultures in Europe vs the US.

The US companies that I have worked with are usually looking into SEO and content strategies way later (usually after A-round) compared to the European startups (eager to start with it from day 1).

So, do I think there will be a time when buyers will no longer need any sales assistance? - Yes, I've seen so many successful startups scaling their businesses by optimizing their self-service processes to perfection.

BUT, I also know that startups leave a lot of money on the table if they're not focusing on enterprise clients at all and for them, a sales team is definitely needed."

What do you think?

Share your thoughts here.

By Ilija Cosic

Best Shares From Trenches Community

• Red flags for sales and cold outreach by Relja Denic
• Step-by-step process to do your SaaS pricing by Yaag Ganesh
• In-depth guide on Sales Navigator Account filters by Jelena Cerovic
• When marketing and sales work TOGETHER by Vladimir Blagojevic
• Many B2B companies think about content marketing as the game of numbers by Andrei Zinkevich
• Is perfectionism killing your content strategy? by Dan Renyi

See you in Trenches 😉

Andrei Zinkevich