I recently spoke to a few executives of a software company who were wondering how to transform a “farmer” team to a “hunter” team. Sometimes it seems that this is impossible.  But that’s a generalized statement and it’s contextual to the people on the team. The key is to meet…  Read More >

Every B2B SaaS company must be able to communicate to every employee on the Revenue Team (sales or marketing or customer success) the following: Who – who is the ideal type of buyer – or what is called the Ideal Customer Profile (ICP)? Your targeted Ideal Company Profile (size, type,…  Read More >

For a CRO or VP of Sales to be truly great, they must first be great at recruiting and building winning sales teams.  And that starts with first becoming a great evaluator of talent. If you’re not there yet, you should learn how to identify talent when others totally can’t…  Read More >

“Select for traits, train for skills” – Chris Lytle, The Accidental Sales Manager   Recruiting talent (and building high-performing teams) is the #1 priority for a CEO, CRO or a VP of Sales for any B2B SaaS company. Previously, I wrote about the importance of and how to make your…  Read More >

Today too many SaaS companies have fallen into a trap of designing their sales processes to optimize for their own sales and marketing teams rather than for their buyers.  They approach buyers as just another transaction and focus on checking off a couple of checkboxes but this doesn’t match the way…  Read More >