When hiring sales talent – it’s wise to always remember where “experience” fits in the order of priority.  This is one of the most counter-intuitive things that many average CROs/VPs of Sales in B2B SaaS may not get but some of the experienced great ones definitely know. I was reviewing Trish…  Read More >

If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market.  A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you “go to…  Read More >

How to Interview Senior Sales Executives Every high-growth company needs to hire senior executives to own and run different business functions – whether you’re hiring a COO, a CRO, a VP of Sales or others, the advice below applies equally well to recruiting any of these roles. The simplest advice…  Read More >

Here are some great books I read by professional sports coaches which I thought apply perfectly to Sales Leaders who want to learn the real art of coaching from the best: Bill Walsh – Finding a Winning Edge Bill Walsh – The Score Takes Care of Itself: My Philosophy of…  Read More >

There are several options for key performance objectives or core KPIs that a company sets for the sales leader.  The obvious KPI would be the actual Sales $ closed but there is more to the job.  The key areas of measurable responsibilities of a sales executive (or any operational executive for…  Read More >

I enjoy helping companies and have been doing some interesting consulting and advisory projects over the past few months. Most of such projects I’ve done in the past are focused on scaling and accelerating revenue growth and helping accelerate the sales pipeline via improving the entire Marketing > Sales funnel/pipeline. …  Read More >

This is a series of articles on analyzing issues and developing a strategy to increase sales and growth. It’s the beginning of a new year and a new Q1.  Many of us and many companies are doing Sales Kickoffs this week.  And some companies (i.e. their CEOs, COOs, CROs, VPs…  Read More >

A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve Young, a…  Read More >

Building “Winning Teams” is not about getting a bunch of stars to contribute their individual effort together – it’s much more about the collective and collaborative effort. This is how Belichick builds exceptional teams fairly consistently year after year. Here is the Synopsis: Belichick has a unique talent for seeing…  Read More >

Unlike a VP of Sales at a larger Mid-Market SaaS company, a VP of Sales at a $5M-$20M ARR Growth Stage SaaS business is more focused & hands-on: Sales motions Helps create or improve the optimal Go-to-Market (GTM) Develops the right Messaging for sales: Positioning, Unique Value Proposition, the Elevator…  Read More >