Zorian Rotenberg, Author at PE Alpha

Our Sales Team’s Core Values & Tenets

These are the core values our Sales team lives by

Core values for Sales teams are important because they are the team’s identity and the principles and beliefs by which a sales teams operates. Below I wanted to share the Core Values that I set for my sales teams and by which I hire, and by which we operate every… Read More >

Definition of Leadership

There are many definitions – I thought a while and wanted to jot this down for myself to have clarity: ——— “Leadership is inspiring others to execute the mission and move toward a shared vision, guiding them with integrity, clarity, and purpose so that your people can achieve their best.… Read More >

Definition of Success

Random post and just noting this for myself (after reading a few books and seeing how others defined success). The rumination made me realize I should write down mine. After thinking about it for a few days, I realized mine is a bit different from the definitions I’ve come across,… Read More >

Building Teams: Enable a Quality “Candidate Experience” When Recruiting

If you want to attract great people over years in the sales or SaaS community then you have to offer and enable a quality and very professional “Candidate Experience” that puts your brand image in a positive light. It’s a “small world” out there and people talk about companies and their… Read More >

The 3 Critical Gaps Between Planned Outcomes vs. Actual Results

There are always gaps between Strategy and its Execution, between business expectations and the actual results. You can invest a lot of time into a solid Corporate Strategy or your Sales Strategy that you think will deliver exceptional results but some times the result will be off from what you intended to achieve.… Read More >

MAP Method & Why a Clear Go-to-Market is Key to Scaling SaaS Sales

If you are a CEO, a VP of Sales or a VP of Marketing thinking about accelerating revenue growth, you need to invest in clearly defining your Go-to-Market Strategy. One of the key aspects of scaling is making sure you understand it clearly. A Go-to-Market Strategy (aka “GTM“) is at a… Read More >

Sales VP: Here’s How To Grow Sales in the Next 6 Months

Originally Posted on VentureFizz Sales Blog

If you’re a couple of quarters into the year and your sales team is not attaining their goals or quota targets, here is what you can do. Use the framework of focusing on the 5 key elements of sales management or the 5 P’s – People, Planning, Process, Pipeline and… Read More >

PE – What “Sales Pipeline” Means in PE Backed Portfolio Companies

Sales Pipeline is a term that gets used often – but what does it actually mean (and how is it different from a Sales Funnel)? Sales Pipeline Definition: A sales pipeline is a set of live, qualified in-flight / open sales deals (i.e. “Opportunities”), that sales reps manage to strategically… Read More >

PE Diligence – How To Know They Have an Effective Sales Team?

Originally Posted on VentureFizz Sales Blog

Most PE funds look exclusively at results of the potential investment’s sales team, rather than inputs, and answer based on whether their sales team hits their number. Here’s the rub: hitting the number does not necessarily mean you have a good sales team. Alternatively, if your sales team misses their number (even… Read More >

PE Insights – Jason Jordan & Cracking the Sales Management Code

Sales management is a difficult endeavor to master, with many nuances amid a constantly-changing environment. Enter Jason Jordan, an author, recognized thought leader and a partner of Vantage Point Performance, a leading sales management training and development firm. Jason wrote “Cracking the Sales Management Code: The Secrets to Measuring and… Read More >

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