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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
- Free download ebook
- CHAMP System for PE Backed Enterprise Software Companies – “Make Your Customer a Champion”
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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
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Recent Posts:
- The Winning PE Value Creation Formula – GTM (Revenue Growth) Improvements + Operational Improvements
- What Top PE Firms Focus On
- PE – Ideas for 2025
- 10 Strategies for Maximizing Value Creation in PE
- Navigating Key Issues in PE – What Has Changed in 3 Decades
- PE – Insights for Strategic Pricing Optimization
- PE Deal Process – One Team Approach: Investment Teams & Operating Partners
- PE Value Creation 2.0: Helping Maximize IRR through Better Diligence & Ownership
- Reflecting on the PE Industry During the Past Year (& My 2024 Outlook)
- My Book Recommendations (Random)
- Creating an Engineered, Systematized Approach to PE Value Creation
- Areas of Commercial & GTM Excellence PE Funds Need
- PE Investing – From Operators & Non-Traditional Backgrounds to Investors
- PE ROI – Revenue Growth is a Key Value Creation Driver (Revenue > EBITDA > Successful Exit)
- PE Investment Lifecycle and How Value Creation Teams Make an Impact
- Achieving Great Exits for PE-backed Companies
- Few Key Points About PE (Post Fed Rate Hikes) – 2023 & Beyond
- PE – Early Indicators and Success Factors to Gauge Before Buying a Company
- Working in PE: Great Privilege & Responsibility
- Strategic Pricing Optimization in PE – Drive Growth & Expand EBITDA Margins
- Pricing Optimization & Unlocking Revenue Potential: A Systematic Approach
- Supporting Add-On M&A Process in PE
- Principles – Driving Results in PE
- PE: Vital Few KPIs for CROs Driving Growth at PE-Backed Companies
- Key Traits of Top PE Professionals
- A Key GTM Metric in PE – CRC: Customer Retention Cost
- The #1 Impact on GTM 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 (PE)
- Top Signs a PE 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
- 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)
- PE – Growing ARR Via Enterprise Sales (vs MM Sales)
- Pipeline Management – Prioritize High-Probability Sales Opportunities
- 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 Portfolio Growth Insights – What is GTM Strategy in PE?
- PE Value Creation – Sales Excellence & Revenue Acceleration
- PE: Top GTM Acceleration Drivers to Create Sustainable Value (Revenue Growth, Higher EBITDA Margin, & Multiple Expansion)
- Forecasting – the Commit Process
- Best Practices for Effective Decision-Making (and My 6 Steps for Making Better Decisions)
- CHAMP Sales – Selling Qualification Methodology
- The 4 Things You Must Nail Down To Scale Your SaaS Sales
- PE – Portfolio Company Managers: Bringing Out the Best in People
- Recruiting Sales Talent: Use a Scorecard to Make Good Hiring Decisions
- 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”
- PE Portfolio – Responsibilities of a VP of Sales
- PE Boards – On “3x Sales Pipeline Coverage” 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: The 4 Managing Roles of a VP of Sales
- Building Teams: How to Recruit and Interview Talent Effectively (and Reduce Subjectivity)
- Price vs. Cost (and Price vs. Value)
- 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
- PE Growth Insights: Sales Effectiveness & Growth Drivers
- PE Growth Insights – Building an Effective Org & The Skillset Matrix
- Revenue Growth: Design a Highly Effective Go-to-Market Strategy
- Coaching & Leadership Lessons from the Best Sports Coaches
- Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)
- The Job of a Sales Leader at a PE-Backed Growth Stage or a Lower MM Company
- PE – Behaviors of Good Managers (based on Google’s research & Project Oxygen)
- The Analytical Sales VP’s Essential List of Sales Analyses
- Sales Management: Creating a Repeatable “Sales Process”
- Revenue Growth: How to Position Your Solution as a “Must Have” (Not Just a “Nice to Have”)
- Building Teams – Recruit “10x” Talent (“Force Multipliers”)
- 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
- Building Teams: Creating a Successful Organizational Culture
- Organizational Issues That Prevent Effective Leadership
- Leading Teams: Adaptive & Situational Servant Leadership
- PE – Building Teams & Leadership Lessons for CEOs
- Our Sales Team’s Core Values & Tenets
- Building Teams: Enable a Quality “Candidate Experience” When Recruiting
- The 3 Critical Gaps Between Planned Outcomes vs. Actual Results
- MAP Method & Why a Clear Go-to-Market is Key to Scaling SaaS Sales
- Sales VP: Here’s How To Grow Sales in the Next 6 Months
- PE – What “Sales Pipeline” Means in PE Backed Portfolio Companies
- PE Diligence – How To Know They Have an Effective Sales Team?
- PE Insights – Jason Jordan & Cracking the Sales Management Code
- The Metrics Every Sales A-Player Tracks On Their Dashboard
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