Sales Execution: The Blueprint 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 >

Using Sales Systems to Operationalize Your Sales

If you want to build a “sales machine” that generates repeatable, predictable, scalable and sustainable sales revenue and growth, it’s very important to develop a set of well-defined Systems that are consistent, repeatable, clear and simple. These systems will help you operationalize sales and systematize all the sales processes. Over  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 >