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    • “Measure What Matters” Executive Book Summary
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    • Building an Outbound Lead Generation Team
    • Creating a Metrics-Based Coaching Model
    • Key Metrics For Seeds, Nets & Spears
    • Key Takeaways on OKRs “Measure What Matters” by John Doerr
    • Mark Roberge’s Top Sales Management Secrets
    • Measuring Your Outbound Prospecting Team
    • New Benchmarks for High-Growth Inside Sales Teams
    • The CEO’s Guide to Sales & Marketing Dashboards & KPIs
    • The Definitive Guide to Building a B2B Inside Sales Team
    • The Definitive Guide to Data-Driven Sales Forecasting
    • The Definitive Guide to Metrics-Driven Sales Coaching
    • The Definitive Guide to Objectives and Key Results (OKRs)
    • The Definitive Guide to Pipeline Management
    • The Definitive Guide to Sales Forecasting Methods 101
    • The Definitive OKR Checklist
    • The Right Metrics for Your Inside Sales Team
    • The Sales Operation Manual for Inside Sales VPs
    • The Sales VP’s Guide to Quarterly Business Reviews
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  • “Measure What Matters” Executive Book Summary
  • 12 Must-Ask Questions for Data-Driven Sales Managers
  • 12 Must-Ask Questions for Marketing VPs
  • 5 Metrics That Explain Why You Missed Your Number
  • Building an Outbound Lead Generation Team
  • Creating a Metrics-Based Coaching Model
  • Key Metrics For Seeds, Nets & Spears
  • Key Takeaways on OKRs “Measure What Matters” by John Doerr
  • Mark Roberge’s Top Sales Management Secrets
  • Measuring Your Outbound Prospecting Team
  • New Benchmarks for High-Growth Inside Sales Teams
  • The CEO’s Guide to Sales & Marketing Dashboards & KPIs
  • The Definitive Guide to Building a B2B Inside Sales Team
  • The Definitive Guide to Data-Driven Sales Forecasting
  • The Definitive Guide to Metrics-Driven Sales Coaching
  • The Definitive Guide to Objectives and Key Results (OKRs)
  • The Definitive Guide to Pipeline Management
  • The Definitive Guide to Sales Forecasting Methods 101
  • The Definitive OKR Checklist
  • The Right Metrics for Your Inside Sales Team
  • The Sales Operation Manual for Inside Sales VPs
  • The Sales VP’s Guide to Quarterly Business Reviews
• The CHAMP Selling System – “Make Your Customer a Champion”

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• Sales Management

Authors:

• Zorian Rotenberg (171)

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Recent Posts:

• PE ROI – Revenue Growth is a Key Value Creation Driver (Revenue > EBITDA > Successful Exit)
• PE: Top KPIs for CROs Driving Growth at PE-Backed Companies
• The #1 Biggest Impact on Sales Teams, GTM & Revenue Growth in the Next 3-5 Years (PE-backed Companies)
• PE-Backed CRO Guide to Growing New Logo Sales (Growth-Stage & Lower MM PE-Backed Companies)
• The Basic 4 “New Logo Sales” KPIs for CROs at Growth-stage SaaS
• 5 Key Aspects of Successful B2B SaaS Companies (in Growth PE)
• Top Signs a CRO Must Troubleshoot the Sales Strategy
• Personal Note: Warren Buffett’s Advice When We Met
• How to Audit Your Sales Team to Identify Upside Unlock & Growth Opportunities
• The Sales Scaling Formula (for New Customer Acquisition) – for Growth-Stage, PE-Backed SaaS
• How PE-Backed CROs Should Develop a Sales Strategy – an Operating Plan for Your SaaS Sales Team
• Summary – CHAMP Enterprise Sales Method (for Growth-Stage, PE-Backed SaaS)
• Use “Sales Systems” to Systematize & Operationalize Your Sales
• The CRO Blueprint for Scaling Growth-Stage B2B SaaS Sales (How To Scale Fast, but Capital-Efficiently)
• A Culture of Winning – Creating a Great Sales Culture and Sales Traditions
• How is a CRO (Chief Revenue Officer) Different From a VP of Sales?
• Leadership Lessons from Bill Campbell – The CEO Coach to Steve Jobs, Eric Schmidt and Jeff Bezos
• The CRO Blueprint for Effective Sales Execution
• How a CRO or a VP of Sales Makes the Number (The Step by Step Process)
• Getting More Sellers to Attain Quota
• Sales Differentiation – Differentiating & Positioning Your Solution as “Different” from Competition
• Coaching Sales Reps on Pipeline Prioritization
• What is an A-Player in Sales?
• Sales Coaching on Pipeline Management and Sales Forecasting
• Sales Management: Enterprise Field Sales vs. Inside Sales
• Building Winning Sales Teams: Fix Your Recruiting Process
• Sales Management: Pipeline “Red Flags” that Sales Managers Must Assess With their Reps
• Pipeline Management – Prioritize High-Probability Sales Opportunities
• Make Your Sales Recruiting Systematic and Scientific to Scale Effectively
• Pipeline Integrity is a Function of Pipeline Hygiene & an Effective Sales Process (Key to success for PE Investment)
• The First 100 Days – When a New VP of Sales or a CRO Starts
• Private Equity – Record Demand for Operating Partners
• Private Equity – Top Value Creation Initiatives for Portfolio Companies
• CRO – The Key Role in PE Operating & Portfolio Support Group
• PE Value Creation – Sales Excellence & Revenue Acceleration
• PE: Top GTM Acceleration Drivers to Create Sustainable Value (Revenue Growth, Higher EBITDA Margin, & Multiple Expansion)
• Creating a Culture of Accountability in Sales
• Forecasting – the Commit Process
• Increase Forecasting Accuracy – My Formula Using 7 Predictive Risk Factors
• Best Practices for Effective Decision-Making (and My 6 Steps for Making Better Decisions)
• CHAMP Sales – Selling Qualification Methodology
• Assessing Team Performance – “Can’t Do” vs. “Won’t Do”
• The 4 Things You Must Nail Down To Scale Your SaaS Sales
• Managing: Bringing Out the Best in People
• Building Winning Sales Teams: Become a Great Evaluator of Talent
• Recruiting Sales Talent: Use a Scorecard to Make Good Hiring Decisions
• Match Your Selling to the Way Your Customers Want to Buy
• Sales Culture: Get Your Sales Reps to Commit to these “15 Commitments” from Conscious Leadership
• Sales Org Design: Sales Management – Scope of Control
• Why Managing Sales is Far Harder Than Just Selling
• Building Winning Teams: How to Hire Sales Talent Well – Discern the “Teachables vs. Unteachables”
• Sales Team Development: Key Selling Skills to Coach Your Reps
• Management: Good Managers Know When to Coach & Invest in Employees (vs. When to Let Them Go)
• Responsibilities of a VP of Sales
• On the Limitations of the “3x Sales Pipeline Coverage” Ratio for PE-Backed SaaS Companies
• When Sales Managers Should Inspect Opportunities – Early in the Process vs. Later Towards the Finish Line
• Sales Management: What is a Higher Priority, Good Sales Managers or Good Sales Reps?
• Sales Management: 6 Levers for Managing Sales Professionals
• End of Q1: the Quick Check-Up “Execution vs Plan” Assessment
• Sales Management: The 4 Managing Roles of a VP of Sales
• Sales Management: Closing Sales Deals & the End of the Quarter
• Building Teams: How to Recruit and Interview Talent Effectively (and Reduce Subjectivity)
• Price vs. Cost (and Price vs. Value)
• 4 Elements of Highly Effective Outbound Sales Prospecting Emails
• The Consistent Pillars of Sales Growth That Never Change
• Sales Management: Key Roles, Responsibilities & Attributes of a Great VP of Sales
• Decision-Making: The Principle of “Thoughtful Opinions Held Loosely”
• Scaling Revenue: $10M ARR to $100M ARR
• Sales Management: Sales Effectiveness & Growth Drivers
• Sharing the CHAMP System Internal Training Materials
• Sales Management: the 4-Step Process to Build a Sales Machine (i.e. to achieve Repeatable, Predictable & Scalable Revenue Growth)
• Building an Effective Sales Org – The Skillset Matrix
• Troubleshooting Sales – Top Factors Why a Sales Team/Rep is Not Selling
• Hiring Sales Talent: Wisdom from a CEO of VISA on Hiring Well
• Revenue Growth: Design a Highly Effective Go-to-Market Strategy
• Building Teams: How to Interview Senior Sales Executives (Recruiting “A-Level & World-Class” Sales Leaders)
• Coaching & Leadership Lessons from the Best Sports Coaches
• Sales Management: Core KPIs and Goals for a VP of Sales
• Revenue Growth: Market Analysis & Identifying New Revenue Opportunities
• Sales Management: Analyzing & Troubleshooting Sales Results Using the “5P” Analysis
• Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)
• Building Teams: How Coach & GM Bill Belichick Recruits Talent (Which Other Teams Under-Value)
• The Job of a Sales Leader at a PE-Backed Growth Stage or a Lower MM Company
• Behaviors of Good Managers (based on Google’s research – Project Oxygen)
• Sales Management: Sales Team’s Weekly Kickoff Meeting
• The Analytical Sales VP’s Essential List of Sales Analyses
• Sales Management: Creating a Repeatable “Sales Process”
• What Exactly is “Sales Strategy”?
• Building Teams: The Fallacy of Industry Experience
• Revenue Growth: How to Position Your Solution as a “Must Have” (Not Just a “Nice to Have”)
• Building Teams – Recruit “10x” Talent (“Force Multipliers”)
• Modern B2B Buying Journey Makes Sales & Marketing Much More Difficult Today
• Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth
• Developing a B2B Marketing & Demand Generation Strategy to Drive Sales
• A Simple 6-Step Management System For Any Executive
• What Exactly is Sales Enablement and Why is it Important for VPs of Sales?
• Building Teams: Creating a Successful Organizational Culture
• Organizational Issues That Prevent Effective Leadership
• Leading Teams: Adaptive & Situational Servant Leadership
• Building Teams: Leadership Lessons for CEOs from 150+ Books on Leadership (Over 20+ Years of Reading)