On Scalable, Repeatable & Predictable Revenue in B2B
[DRAFT] Few mornings ago I was wrapping up at the gym when I heard 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 Beill Belichick’s “unique” approach to recruiting great people… Read More >
Today I spoke with John Connolly who is a Senior Advisor at Bain Capital Ventures (he is also on the Board of Directors at iBoss which is a local company). John is a successful operator and a former CEO who understands how to build good companies. We spoke about driving… 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 >
In a prior article, I wrote about what companies should include in their Summary Strategic Plan which focuses on the Corporate Strategy. Of course, the right sequence requires that a Corporate Strategy comes first (i.e. is planned and finalized first) and serves as the foundation for Sales, Marketing, Product, Customer… Read More >
As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you develop your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale revenue effectively… Read More >
If you are a CEO, COO or a Chief Revenue Officer (CRO) of a fast-growing company, you have dealt a lot with the well known challenge of communicating strategy to all the people at your company. Having a good Corporate Strategy is critical – and it must align your sales,… Read More >
Over the past 20+ years I’ve always had an interest in People Leadership and Organizational Leadership and thus read over 150+ books on the topic of Leadership. I think it was only this year that I finally realize that there is a lot of commonality and I could pretty much… Read More >
The other day I met with a tech industry CEO and we talked about Corporate Strategy that he is planning for 2019 and how he wants to grow his company’s revenue by over 100%+ in the next year. We spent at least half of the time actually discussing what Strategy… Read More >
It’s been over a decade since I created and began developing and enhancing the CHAMP Selling System after my days learning how to sell and manage sales at IBM. Since early 2010’s I have been refining the system a little bit every quarter and every year and I recently started… Read More >
When I meet other CEOs or CROs to share ideas about scaling revenue, we always talk about how closed-won deals really start at the very top of your “Marketing & Sales Funnel” and the starting point on the timeline is typically about 3x-5x of your Sales Cycle (i.e. the “Win… Read More >
