Building great companies requires building great teams – one of the keys to that is knowing how to identify great Talent (i.e. not merely talent but capital-T “Talent”). What I mean by great Talent is really what I call the “10x” people who are the force multipliers. I have used…  Read More >

When an executive is looking for a way to simplify how they manage their company or a business unit, I recommend the following system that I’ve used consistently over the years. You can use the following simplified 6-step Management System to run a business function and it covers most requirements…  Read More >

There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review.  It turns out that many “leaders” are actually not able to perform a leadership function effectively.  It is a real obstacle for companies if someone who is supposed to be…  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 >

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 >

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 >