Prospecting is critical to grow the sales pipeline.  I thought to share what I typically share with sales teams about the framework for making cold outreach. Today prospects are too busy so outbound prospecting is harder than ever – Jill Konrath is well known for her writing about how prospects…  Read More >

The Permanent and Unchanging Pillars of a Blueprint for Scaling Sales   Synopsis: In B2B SaaS, there are many commonalities and fundamental consistencies These don’t change much from one B2B SaaS company to another – they are fairly consistent I call them “Sales Pillars” when it comes to the commonalities…  Read More >

I frequently hear a question about what makes someone a good VP of Sales when companies are looking for one.  So below are some of the fundamental attributes of a successful and effective VP of Sales. (And also want to make a point – there is something specific that is…  Read More >

I’ve been a fan of the Farnam Street blog by Shane Parrish for the past 4-5 years.  One of his Principles is “Thoughtful Opinions Held Loosely”. This is based on what Paul Saffo introduced as “Strong opinions, weakly held” concept. Bub Sutton (who wrote Good Boss, Bad Boss) wrote about…  Read More >

The stage of growing sales revenue from $10M to $100M is really exciting.  I’ve had experience in this sales revenue range at 3 companies: AppAssure – we went from $10M to $25 Million in sales around the acquisition by DELL Acronis – we went from $19 Million to $100+ Million…  Read More >

The sales function at any company is very complex. A successful sales organization is the result of many variegated factors which are directly affected and also indirectly influenced by the sales leaders of those organization (i.e. a EVP or VP of Sales or the CRO – the executive who is…  Read More >

As part of the complete CHAMP System – I will be publishing my internal slide decks that I’ve used to build teams and develop them – it includes the following: CHAMP Selling Methodology Training CHAMP Sales Process – Engineering an Effective Sales Process CHAMP Sales Leadership & Sales Coaching CHAMP…  Read More >

I was recently talking to a CEO of a SaaS company that has recently hit $10M+ in ARR and is on the way to $20M, then hopefully $50M and a $100M. This is the similar growth trajectory I had seen at AppAssure (which went from even less than $10M to…  Read More >

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 >

What may be a reason that when you hire new sales reps and one or a couple are not selling effectively?  Companies are often left wondering what is not working and I thought I’d share a couple of factors that may help you determine the root causes. Over the years,…  Read More >