What is the top Value Creation Area for PE Operating Partners? See the chart below – the single biggest area is: “Sales, marketing, and revenue growth”. Growing revenue will lead to EBITDA improvements and Multiple Expansion which both drive real value for PE portfolio companies.   Source: PEI – Private…  Read More >

I know every other VP of Sales or a front-line sales manager (FLM) struggles with forecasting accuracy so I thought to share what has worked really well for me with very high level of accuracy.  It’s the Commit Process.  This is part of the way to build up your rep…  Read More >

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 >

  The CHAMP Sales System Qualification Criteria   Here is a summary of the CHAMP Qualification Criteria and you can find some example questions below.     The best way to align with your Buyer – is to ask them questions and actively listen with the goal of being helpful…  Read More >

Every B2B SaaS company must be able to communicate to every employee on the Revenue Team (sales or marketing or customer success) the following: Who – who is the ideal type of buyer – or what is called the Ideal Customer Profile (ICP)? Your targeted Ideal Company Profile (size, type,…  Read More >

“Select for traits, train for skills” – Chris Lytle, The Accidental Sales Manager   Recruiting talent (and building high-performing teams) is the #1 priority for a CEO, CRO or a VP of Sales for any B2B SaaS company. Previously, I wrote about the importance of and how to make your…  Read More >

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 >

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 >

Many companies don’t hire well for sales rep roles or even at executive level such as for a CRO or for a VP of Sales role.  They focus too much on teachables rather than on unteachables.  That’s one of the many mistakes to avoid. Dan Ross, the SVP of Commercial…  Read More >

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 >