Scaling Revenue in B2B SaaS

If you need to assess your overall B2B Sales & Revenue Growth capability and strength, here are the key areas that I recommend to audit.  This doesn’t mean that you must do a deep dive into each and every area here but this is just an outline to help you…  Read More >

If you could only choose one for your company, would you hire the a) top sales management or b) top salespeople? This questions puzzles a lot of folks.  And the answer I hear most often is that having better sales reps is of a higher value to a company than…  Read More >

During a conversation with a company I advise, we were discussing coaching and compensation for the sales team.  This compelled me to share that those 2 are the fundamental levers for managing your sales professionals.  And I found that there are 6 “levers” in total that a VP of Sales…  Read More >

It’s time for a check-up.  The first quarter, Q1’2019, is now finished and it’s the right time for a quick sales health check-up and quickly do a “gap analysis” while performing these two assessments: Sales Execution & Performance – attainment of the Q1 sales number and sales team quota attainment…  Read More >

Every VP of Sales has 3 key managing responsibilities and roles at the company: People manager: Build a successful sales team Customer manager: Provide exceptional customer experience Business manager: Attain the business and sales goals Sales Manager: Create and manage the system for the sales force Originally this was covered by…  Read More >

Today is the Friday that marks the last workweek day of Q1’2019 which is generally the last selling day of the quarter (although all of us have from time to time closed deals during the weekend or got the final paperwork signature on a Sunday night).  A lot of sales reps…  Read More >

A successful business is all about great People! Recruiting and bringing in exceptional people is the key to success.  You can have a great product but without great people your company will either not go very far or simple won’t reach it’s full potential.  When I recruit and interview candidates to…  Read More >

I was recently meeting with a startup CEO and sharing my views on the differences as well as similarities between the more complex and longer-cycle Enterprise Deals vs. Mid-Market Deals which have less complexity and a shorter sales cycles (sometimes they are referred to as “high-velocity” but typically they are…  Read More >

When you are running a company as the CEO or when running sales as the VP of Sales, you frequently deal with incomplete data and missing information. But you need to solve problems, identify root causes (root cause analysis) and ultimately good make decisions that produce business results. So how…  Read More >

I was recently listening to a podcast which slightly touched upon the topic of prospecting and I thought to share what I typically talk about with my sales teams. Here is the thing – in today’s modern work environment everyone is really busy and sales prospecting is harder than ever. …  Read More >