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 >

What exactly does a CEO Do?  In the simplest terms, the job of the CEO is to make their company succeed and win. More specifically, this means that the CEO’s job is to lead the company to achieve its long-term goals (3-yr to 5-yr goals) and short-term objectives (quarterly and 1-yr) which…  Read More >

It’s been over a decade since I developed the CHAMP Selling System (part of which is the CH.A.M.P. qualification acronym that some organizations use today to qualify Leads and Opportunities). I started working on it after selling at IBM and realizing that I was hoping for a different and more…  Read More >

Jason Lemkin is the “the Godfather of SaaS” and he knows a great deal about hiring best-in-class A-level talent. I agree with how Jason Lemkin thinks about building great teams.  In many of his articles he talks about how to hire a VP of Sales or other sales professionals and he…  Read More >

In every Sales Pipeline you have multiple stages of the Sales Process but there are 3 over-arching phases of managing every Opportunity (aka “managing a sales cycle”). Opportunity Creation I use the PIF approach Opportunity Pursuit Opportunity Closing These 3 phases are the big part of selling.  In each one you…  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 >

One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way as a…  Read More >