PE Value Creation – Sales Excellence & Revenue Acceleration

Historically, Private Equity (PE) firms looked to add value to their portfolio companies in the following ways: Financial engineering Strategic initiatives Operational improvements Over the years, financial engineering was no longer as impactful on value creation as it was in the 80’s and 90’s so PE firms started adding value with…  Read More >

PE: Top GTM Acceleration Drivers to Create Sustainable Value (Revenue Growth, Higher EBITDA Margin, & Multiple Expansion)

Today, creating value in Growth PE & Middle-Market PE primarily begins after you invest or own the portfolio company. Historically, the strategy was different – you could rely much more on financial engineering, buying low to sell higher, and using leverage (which today is a smaller portion of the deal…  Read More >

Forecasting – the Commit Process

I know every other VP of Sales or a front-line sales manager (FLM) struggles with forecasting accuracy so I thought to share what has worked really well for me with very high level of accuracy.  It’s the Commit Process.  This is part of the way to build up your rep…  Read More >

Best Practices for Effective Decision-Making (and My 6 Steps for Making Better Decisions)

Business managers/executives are hired for the primary reason to make good decisions.  But making good and smart decisions is very complex. Additionally, many business decisions can affect a lot of important things in the organization including people (and their families).  Good decision-making requires more than just critical thinking skills (analyzing…  Read More >

CHAMP Sales – Selling Qualification Methodology

  The CHAMP Sales System Qualification Criteria   Here is a summary of the CHAMP Qualification Criteria and you can find some example questions below.     The best way to align with your Buyer – is to ask them questions and actively listen with the goal of being helpful…  Read More >

The 4 Things You Must Nail Down To Scale Your SaaS Sales

Every B2B SaaS company must be able to communicate to every employee on the Revenue Team (sales or marketing or customer success) the following: Who – who is the ideal type of buyer – or what is called the Ideal Customer Profile (ICP)? Your targeted Ideal Company Profile (size, type,…  Read More >

Sales Org Design: Sales Management – Scope of Control

I notice in many B2B SaaS companies there is a wrong organizational design starting with too many “player/coaching” issues which is function of what is known as a “Scope of Control“.  Read on… and if this is feeling like it’s just academic or theoretical then I really recommend you to…  Read More >

Why Managing Sales is Far Harder Than Just Selling

The other day there was a post on LinkedIn about how some AEs (Account Execs / sellers) want to be promoted to sales managers.  I posted a comment that it is necessary for any executive to help illuminate for all AEs out there that they are misconstruing what management is…  Read More >