Every VP of Sales has 3 key managing responsibilities and roles at the company: People manager: Build a successful sales team Customer manager: Provide exceptional customer experience Business manager: Attain the business and sales goals Sales Manager: Create and manage the system for the sales force Originally this was covered by…  Read More >

A successful business is all about great People! Recruiting and bringing in exceptional people is the key to success.  You can have a great product but without great people your company will either not go very far or simple won’t reach it’s full potential.  When I recruit and interview candidates to…  Read More >

Price vs. Cost There is a big difference between Price vs. Cost that is important to communicate when helping a prospect make a buying decision. A price is what you pay.  A cost is the “Total Cost of Ownership” (TCO = Cost) of something.  For example, you can look at…  Read More >

I’ve been a fan of the Farnam Street blog by Shane Parrish for the past 4-5 years.  One of his Principles is “Thoughtful Opinions Held Loosely”. This is based on what Paul Saffo introduced as “Strong opinions, weakly held” concept. Bub Sutton (who wrote Good Boss, Bad Boss) wrote about…  Read More >

The sales function at any company is very complex. A successful sales organization is the result of many variegated factors which are directly affected and also indirectly influenced by the sales leaders of those organization (i.e. a EVP or VP of Sales or the CRO – the executive who is…  Read More >