Scaling Revenue in B2B SaaS

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 >

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 >

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 >

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 the old adage goes, “without accountability, there is no responsibility“.  In sales management as a Sales Leader, and in sales as a true sales professionals – everyone across the organization has to be accountable for their own performance and results. Here are the keys to accountability for your or…  Read More >

Pipeline Prioritization is a critical process for a Sales Manager to coach their reps – see “Sales Coaching on Pipeline Management and Sales Forecasting“. Here is what Sales Manager should coach reps to start by looking at these 4 factors in their pipeline: Opp Age or Duration in Stages =…  Read More >

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 every area here but this is just an outline of key…  Read More >

When should sales managers focus on inspecting Opps during the Pipeline Review – higher up in the funnel (i.e. early) or later? Most sales managers engage later in the process when there is some problem with an Opportunity but by that point it’s too late. It’s natural to focus there…  Read More >

We all know that Sales Coaching is a critical job of any sales manager, whether a front-line manager (FLM) or a senior sales executive. Most FLMs know that Pipeline is one of the top 2 things in Sales and will need to focus their coaching on Pipeline Management but also…  Read More >