Sales Management & Scaling Revenue Growth in B2B SaaS

  [DRAFT v.1.0 – WIP]     The Blueprint for Scaling I want to share a blueprint for how to think about scaling.  Scaling means that you are looking for “disproportionate growth results”.  This post is not meant to be tactical and it doesn’t cover any techniques but is primarily…  Read More >

John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“.  Being busy and making an effort doesn’t mean you’re actually…  Read More >

As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability?  “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing to meet…  Read More >

Hitting a sales number is a complex thing to do – not complicated but complex – because there are so many variables and moving parts.  There is no “one size fits all” and not a magic bullet and it is “contextual” to each company and it’s own issues.  But here is…  Read More >

Assessing Your Sales Force Strength to Identify Upside for Growth If you need to assess your overall B2B Sales & Revenue Growth capability and strength, below are the key and high-level areas that I recommend to audit.  This doesn’t mean that you must do a deep dive into each and…  Read More >

Finding good salespeople is hard but it is much harder if you don’t have a process to make your hiring systematic and scientific. While some of the hiring can be an art, a lot of it can also be a science too.   Here is how: First create a good Sales…  Read More >

I was recently asked what a new Sales Leader should do during their first three months (i.e. the first quarter) at their job.  And just the other day, I saw a link from SBI posting a video where Matt Sharrers (the CEO of SBI) asked Eric Vermillion (a former CRO of BlueCat)…  Read More >

I recently read a great book called “Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want” by Lee Salz which is a unique book because it focuses on Differentiation by the Sales team rather than the typical differentiating messaging done by marketing.  The overarching point…  Read More >

As a VP of Sales, you know your reps don’t have unlimited time to work their live deals.  You must coach them to prioritize their Opps in the pipeline to ensure that they are on track to hitting its goals.  By analyzing the Pipeline and focusing on the highest probability…  Read More >