
Archive
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- About Me
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- Free download ebook
- “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
- Free download ebook
- Contact me
- Free consultation
- Home
- Thank you
- “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”
Categories:
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- CRO – Chief Revenue Officer
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- PE – Private Equity
- Press
- Sales Management
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- 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)