Jason Lemkin is the “the Godfather of SaaS” and he knows a great deal about hiring best-in-class A-level talent. I agree with how Jason Lemkin thinks about building great teams.  In many of his articles he talks about how to hire a VP of Sales or other sales professionals and he…  Read More >

In every Sales Pipeline you have multiple stages of the Sales Process but there are 3 over-arching phases of managing every Opportunity (aka “managing a sales cycle”). Opportunity Creation I use the PIF approach Opportunity Pursuit Opportunity Closing These 3 phases are the big part of selling.  In each one you…  Read More >

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 >

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 >

One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way as a…  Read More >

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 >

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 >