Every effective VP of Sales needs to create and use a tool known as a Skillset Matrix to validate the skills, knowledge, and proficiency of their sales teams. There are different types – one can be based on ratings which rate the skills available on the team.  And it will…  Read More >

If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market.  A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you “go to…  Read More >

Here are some great books I read by professional sports coaches which I thought apply perfectly to Sales Leaders who want to learn the real art of coaching from the best: Bill Walsh – Finding a Winning Edge Bill Walsh – The Score Takes Care of Itself: My Philosophy of…  Read More >

A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve Young, a…  Read More >

Unlike a VP of Sales at a larger Mid-Market SaaS company, a VP of Sales at a $5M-$20M ARR Growth Stage SaaS business is more focused & hands-on: Sales motions Helps create or improve the optimal Go-to-Market (GTM) Develops the right Messaging for sales: Positioning, Unique Value Proposition, the Elevator…  Read More >

Several years ago Google wanted to determine whether managers matter and, if so, then what makes a manager great. Their research team first tried to prove that managers actually don’t matter and that the quality of a manager didn’t affect a team’s performance.  This hypothesis was due to a belief held…  Read More >

Here are the lists of analyses and reports that you can use to manage GTM (mostly Sales & Marketing). Some of these are contextual and there are additional analyses I’d do for different types of companies but if you are running a B2B sales & marketing org in SaaS then…  Read More >

“If you can’t describe what you are doing as a process, you don’t know what you’re doing.”  – W. Edwards Deming To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework for the…  Read More >

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 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 >