Business managers/executives are hired for the primary reason to make good decisions.  But making good and smart decisions is very complex. Additionally, many business decisions can affect a lot of important things in the organization including people (and their families).  Good decision-making requires more than just critical thinking skills (analyzing…  Read More >

  The CHAMP Sales System Qualification Criteria   Here is a summary of the CHAMP Qualification Criteria and you can find some example questions below.     The best way to align with your Buyer – is to ask them questions and actively listen with the goal of being helpful…  Read More >

I recently spoke to a few executives of a software company who were wondering how to transform a “farmer” team to a “hunter” team. Sometimes it seems that this is impossible.  But that’s a generalized statement and it’s contextual to the people on the team. The key is to meet…  Read More >

Every B2B SaaS company must be able to communicate to every employee on the Revenue Team (sales or marketing or customer success) the following: Who – who is the ideal type of buyer – or what is called the Ideal Customer Profile (ICP)? Your targeted Ideal Company Profile (size, type,…  Read More >

For a CRO or VP of Sales to be truly great, they must first be great at recruiting and building winning sales teams.  And that starts with first becoming a great evaluator of talent. If you’re not there yet, you should learn how to identify talent when others totally can’t…  Read More >

“Select for traits, train for skills” – Chris Lytle, The Accidental Sales Manager   Recruiting talent (and building high-performing teams) is the #1 priority for a CEO, CRO or a VP of Sales for any B2B SaaS company. Previously, I wrote about the importance of and how to make your…  Read More >

Today too many SaaS companies have fallen into a trap of designing their sales processes to optimize for their own sales and marketing teams rather than for their buyers.  They approach buyers as just another transaction and focus on checking off a couple of checkboxes but this doesn’t match the way…  Read More >

[Draft] You may have heard the author of “The 15 Commitments of Conscious Leadership: A new paradigm for sustainable success” book. I think every C-level executive including every VP of Sales and CRO have had people on our team that we knew were talented but we also knew they needed…  Read More >

I notice in many B2B SaaS companies there is a wrong organizational design starting with too many “player/coaching” issues which is function of what is known as a “Scope of Control“.  Read on… and if this is feeling like it’s just academic or theoretical then I really recommend you to…  Read More >