Sales Management Archives - Page 10 of 17 - Tech PE

Revenue Growth: How to Position Your Solution as a “Must Have” (Not Just a “Nice to Have”)

Most products on the market are not “Must Have”. But that is OK because this is not a binary switch but a spectrum and you can do a number of things to move on this spectrum away from “Nice to Have” towards “Must Have”. Most companies are much closer to the… Read More >

Building Teams – Recruit “10x” Talent (“Force Multipliers”)

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 >

Modern B2B Buying Journey Makes Sales & Marketing Much More Difficult Today

A few years ago Forrester surveyed B2B buyers and most conduct 50% of their research online before making a purchase decision. And most will have formed a strong opinion before talking to B2B sales. These buyers are much more in control of their decision than a B2B marketing team or… Read More >

Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth

If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to grow your… Read More >

A Simple 6-Step Management System For Any Executive

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 >

What Exactly is Sales Enablement and Why is it Important for VPs of Sales?

Every VP of Sales knows that without effective Sales Enablement their teams won’t be as productive and effective in their jobs. But what exactly is Sales Enablement? Sales Enablement provide sales professionals in the sales organization exactly what they need to increase their productivity and performance and helps make the… Read More >

Organizational Issues That Prevent Effective Leadership

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 >

Building Teams: Leadership Lessons for CEOs from 150+ Books on Leadership (Over 20+ Years of Reading)

Here is what I learned reading well over 150+ books on Leadership (over 20+ years of reading)

Over the past 20+ years I’ve always had an interest in Team and Organizational Leadership and have read well over 150+ books on the topic of Leadership (including insights from biographies on leaders like Washington, Lincoln, Churchill, Carnegie, and many modern executives and leaders, etc.). I think it was only… Read More >

What a CEO Does: the Many Roles of a PE Growth-Stage or a Lower MM CEO

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 >

The CHAMP Selling System (& the Book)

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 >

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