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 >

“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 >