CHAMP Sales Methodology It’s been 10+ years since I developed the CHAMP Selling System & the CHAMP sales methodology (and the CH.A.M.P.) qualification criteria that many SaaS sales leaders use. This is primarily for Enterprise & Mid Market Sales (from $50k to $1M+ ACV sales transactions) and it’s primarily used…  Read More >

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several sub-systems and…  Read More >

The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling.  Scaling means that you are looking for “disproportionate growth results”.  This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint for going…  Read More >

I believe that your people are your biggest asset.  And on a Sales Team your people – sales professionals – can be engaged or disengaged based both on your company’s and your Sales Team’s own culture.  I care personally about building a positive and high-performance corporate culture and Sales Culture…  Read More >