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Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)

Sales Management is a scientific process and you can use this formula to focus your team on the key factors that drive $ Sales.

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 >

The Job of a Sales Leader at a PE-Backed Growth Stage or a Lower MM Company

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 >

PE – Behaviors of Good Managers (based on Google’s research & Project Oxygen)

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 >

The Analytical Sales VP’s Essential List of Sales Analyses

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 >

Sales Management: Creating a Repeatable “Sales Process”

“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 >

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 >

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 >

Developing a B2B Marketing & Demand Generation Strategy to Drive Sales

How to craft an effective B2B Marketing & Lead Generation Strategy

As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you develop your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale revenue effectively… 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 >

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