Why Managing Sales is Far Harder Than Just Selling

The other day there was a post on LinkedIn about how some AEs (Account Execs / sellers) want to be promoted to sales managers.  I posted a comment that it is necessary for any executive to help illuminate for all AEs out there that they are misconstruing what management is  Read More >

The Blueprint and Process for Sales Execution

John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“.  Being busy and making an effort doesn’t mean you’re actually  Read More >

Developing a Great Sales Culture and Sales Traditions

I believe that your people are your biggest asset.  And on a Sales Team your sales professionals will be either engaged or disengaged based both on your company’s and your Sales Team’s own culture.  I care personally about building a positive and high-performance corporate culture and Sales Culture that attract  Read More >

Use “Sales Systems” to Systematize & Operationalize Your Sales

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several sub-systems and  Read More >

Match Your Selling to the Way Your Customers Want to Buy

Today too many SaaS companies have fallen into a trap of designing their sales processes to optimize for their own sales and marketing teams rather than for their buyers.  They approach buyers as just another transaction and focus on checking off a couple of checkboxes but this doesn’t match the way  Read More >

Best Practices for Effective Decision-Making (and My 6 Steps for Making Better Decisions)

Business managers/executives are hired for the primary reason to make good decisions.  But making good and smart decisions is very complex. Additionally, many business decisions can affect a lot of important things in the organization including people (and their families).  Good decision-making requires more than just critical thinking skills (analyzing  Read More >

Sales Org Design: Sales Management – Scope of Control

I notice in many B2B SaaS companies there is a wrong organizational design starting with too many “player/coaching” issues which is function of what is known as a “Scope of Control“.  Read on… and if this is feeling like it’s just academic or theoretical then I really recommend you to  Read More >

Sales Tech Stack of the Top VPs of Sales in SaaS

Previously I shared a big list of sales technologies – “Sales Tools to Scale More Efficiently – Sales Technology Stack 2019“. And here are the most common 2019 sales tech I’ve used and have seen my VP of Sales / CRO peers use effectively to increase productivity and effectiveness of  Read More >

Top 3 Problems With Most Discovery Calls

From time to time I take sales calls to see how reps at other companies sell – it’s both to learn about something that interests me in SaaS and also to keep an eye on what others are doing (and to gauge how effectively others are executing the selling process).  Read More >

Sales Team Development: Key Selling Skills to Coach Your Reps

Here is a comprehensive list I’ve used to develop my sales teams:   Prospecting Outbound Calling Skills Email Prospecting Inbound Lead Prospecting Capitalizing on peak selling time and knowing the peak times Understands key prospecting insights Prospecting into inbound leads Developing Multi-touch & Multi-channel prospecting cadence Effective LinkedIn Prospecting Consultative  Read More >

Creating a Culture of Accountability in Sales

As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability?  “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing to meet  Read More >

Getting More Sellers to Attain Quota

The other day I read an article from Michelle Vazzana at Vantage Point about “How to get more sellers to quota” and I wanted to summarize and add a few things. The focus is about coaching to activities because it is the seller’s activities that drive performance (i.e. hit Sales  Read More >

Responsibilities of a VP of Sales at a Startup

Several years ago, Jason Lemkin at SaaStr wrote the post “What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.” Recruiting – 20% of the time must be invested here the most important thing to do well for a Sales Leader is recruiting great  Read More >

Coaching Sales Reps on Pipeline Prioritization

Pipeline Prioritization is a critical process for a Sales Manager to coach their reps – see “Sales Coaching on Pipeline Management and Sales Forecasting“. Here is what Sales Manager should coach reps to start by looking at these 4 factors in their pipeline: Opp Age or Duration in Stages =  Read More >

What is an A-Player in Sales?

The term (or a portmanteau?) that we all hear a lot in sales management is “A-Player” and you typically hear it in “you should only hire A-Players”.  But what does that mean – what is the definition of an “A-Player” in sales? Here is a great definition – see this  Read More >

5 Key Aspects of Successful B2B SaaS Companies

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market). But there is more to the best of SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams including Veeam and Acronis: Customer Obsession – solving for  Read More >

Sales Management: The 4 Managing Roles of a VP of Sales

Every VP of Sales has 3 key managing responsibilities and roles at the company: People manager: Build a successful sales team Customer manager: Provide exceptional customer experience Business manager: Attain the business and sales goals Sales Manager: Create and manage the system for the sales force Originally this was covered by  Read More >

Sales Management: Enterprise Field Sales vs. Inside Sales

I was recently meeting with a startup CEO and sharing my views on the differences as well as similarities between the more complex and longer-cycle Fields Sales focused on larger Enterprise Deals vs. Inside Sales focused on smaller or Mid-Market Deals which have less complexity and a shorter sales cycles  Read More >

Price vs. Cost (and Price vs. Value)

Price vs. Cost There is a big difference between Price vs. Cost that is important to communicate when helping a prospect make a buying decision. A price is what you pay.  A cost is the “Total Cost of Ownership” (TCO = Cost) of something.  For example, you can look at  Read More >

The Consistent Pillars of Sales Growth That Never Change

The Permanent and Unchanging Pillars of a Blueprint for Scaling Sales   Synopsis: In B2B SaaS, there are many commonalities and fundamental consistencies These don’t change much from one B2B SaaS company to another – they are fairly consistent I call them “Sales Pillars” when it comes to the commonalities  Read More >

Scaling Revenue: $10M ARR to $100M ARR

The stage of growing sales revenue from $10M to $100M is really exciting.  I’ve had experience in this sales revenue range at 3 companies: AppAssure – we went from $10M to $25 Million in sales around the acquisition by DELL Acronis – we went from $19 Million to $100+ Million  Read More >