CRO’s Guide to Scaling New Business Sales at Growth-Stage Companies

Growing Your “New Business / New Logo” Sales The blueprint below is meant to be strategic and is focused on driving growth beyond an average benchmarked industry organic sales growth. Assumptions: Consistent Sales Pillars across Every B2B Company (especially software/SaaS) every B2B SaaS company has many “commonalities” – i.e. Sales Pillars  Read More >

5 Key Aspects of Successful B2B SaaS Companies

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market). But there is more to the best of SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams including Veeam and Acronis: Exceptional Customer Experience (CX) –  Read More >

Top Signs a CRO Must Troubleshoot the Sales Strategy

Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” deals/sales rather than expansion sales (i.e. not as much about AM/CS driven renewals or upsells  Read More >

Warren Buffett’s Advice For Me When We Met

This weekend marks the 90th birthday of Warren Buffett who is one of the greatest investors and one of the wisest and highest-quality people I’ve met in my life. And he is one of my few role models. Back in 2004 when I was finishing my MBA, I was fortunate  Read More >

The SaaS Sales Scaling Formula

A couple of years ago I presented at the annual Inside Sales – Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). What I used to call the The Magic Sales Formula is the “SaaS Sales Formula”:   Here are my notes on the formula:    Read More >

How CROs Should Develop a Sales Strategy – an Operating Plan for Your SaaS Sales Team

In the past, I discussed what companies should include in their “Strategic Plan” which focuses on the “Corporate Strategy“. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft their strategy) – it  Read More >

Summary of the CHAMP Sales Methodology

CHAMP Sales Methodology It’s been 10+ years since I developed the CHAMP Selling System & the CHAMP sales methodology (and the CH.A.M.P.) qualification criteria that many SaaS sales leaders use.   The CHAMP Selling System – Intro Slides   What’s Different about the CHAMP Selling System First of all, CHAMP  Read More >

Use “Sales Systems” to Systematize & Operationalize Your Sales

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several sub-systems and  Read More >