Scaling Revenue in B2B SaaS

A Sales Team has key inputs or levers and knobs – not just outcomes or business results – which I call “Sales Effectiveness & Growth Drivers”.  Every CRO or VP of Sales can analyze and correctly use these to drive sales effectiveness and growth on the team. They are as…  Read More >

As part of the complete CHAMP System – I will be publishing my internal slide decks that I’ve used to build teams and develop them – it includes the following: CHAMP Selling Methodology Training CHAMP Sales Process – Engineering an Effective Sales Process CHAMP Sales Leadership & Sales Coaching CHAMP…  Read More >

If you just joined a company as a new CEO or COO or as a new VP of Sales, and before you begin selling a new product at your company, here are the 4 things you should understand clearly for yourself and communicate clearly to the entire sales organization (and…  Read More >

If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market.  A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you “go to…  Read More >

I enjoy helping companies and have been doing some interesting consulting and advisory projects over the past few months. Most of such projects I’ve done in the past are focused on scaling and accelerating revenue growth and helping accelerate the sales pipeline via improving the entire Marketing > Sales funnel/pipeline. …  Read More >

[This is a series of articles on analyzing issues and developing a strategy to increase sales and growth.] It’s the beginning of a new year and a new Q1.  Many of us and many companies are doing Sales Kickoffs this week.  And some companies (i.e. their CEOs, COOs, CROs, VPs…  Read More >

A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve Young, a…  Read More >

The other day I was watching Nate Burleson on the Morning NFL Football show talk about Julian Edelman and what he said inspired me to write this article. The story Nate mentioned reflects on Bill Belichick’s “unique” approach to recruiting great people to build a high-performing team. And I write…  Read More >

Today I spoke with John Connolly who is a successful operator and CEO who knows well how to build successful companies. We spoke about driving Sales & Marketing and he asked me an interesting question which I wanted to share here with others and see what else you all think.…  Read More >

I’ve written extensively on Data-Driven and Analytical Management of Sales (as well as Sales & Marketing). I also wrote few books (http://www.zorian.com/books/) on the Quant Sales Management methods. But in this article I decided to share actual lists of the most essential analyses and reports that I regularly use to…  Read More >