What Does a CRO (Chief Revenue Officer) Do?

  A Chief Revenue Officer (CRO) is responsible for all revenue generation at a company. It starts with managing all Sales – so a CRO is fundamentally a Corporate-Level Executive Vice President of Sales (i.e. EVP of Sales) who is also responsible for other sales driving business functions such as  Read More >

The CHAMP System

The CHAMP System includes these key areas: CHAMP Selling Methodology CHAMP Sales Process CHAMP Sales Leadership & Sales Coaching CHAMP Sales Metrics & KPIs CHAMP Elevator Pitch & Unique Value Proposition System CHAMP Negotiations

Daily Habits of a Highly Effective Sales Rep

What does a successful quota-carrying sales rep do every day? It’s no shock to learn that the best reps in the business are incredibly focused, organized, and clearly plan out each day with a set goal in mind. Here I wanted to share what I believe to be some highly-effective  Read More >

The 10 Chapters Your Sales Playbook Must Have

Do you have an effective sales playbook? A playbook acts as a reference manual for onboarding new sales reps and covers key areas for ongoing sales training. But a sales playbook also has a more important function – it codifies a sales process that is conducive to scalable, repeatable and  Read More >

The State of Sales 2.0 Today

Sales has changed. That’s no secret; the advent of technology and the evolution of the educated customer has forced sales organizations, sales managers and sales reps to change the way they used to do their jobs. According to The Corporate Executive Board (CEB), 57% of the purchase decision is completed  Read More >

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