PE Alpha - Page 7 of 14 - PE - Getting an Edge & Superior Risk-Adjusted Returns

A Culture of Winning – Creating a Great Sales Culture and Sales Traditions

I believe that your people are your biggest asset. And on a Sales Team your people – sales professionals – can be engaged or disengaged based both on your company’s and your Sales Team’s own culture. I care personally about building a positive and high-performance corporate culture and Sales Culture… Read More >

How is a CRO (Chief Revenue Officer) Different From a VP of Sales?

In a nutshell – a Chief Revenue Officer (CRO) is responsible for figuring out how to grow sales revenue at the company. Thus, a CRO is the “CEO” of the entire “Revenue Engine” of the company that they must lead in a profitable and economical way. The CRO runs the… Read More >

Leadership Lessons from Bill Campbell – The CEO Coach to Steve Jobs, Eric Schmidt and Jeff Bezos

The book “Trillion Dollar Coach: The Leadership Playbook of Silicon Valley’s Bill Campbell” by Eric Schmidt, Jonathan Rosenberg, and Alan Eagle was one of the best books on management and leadership that I’ve read in the past decade. Bill Campbell was the coach to some of the best CEOs in high tech… Read More >

The CRO Blueprint for Effective Sales Execution

John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“. Being busy and making an effort doesn’t mean you’re actually… Read More >

How a CRO or a VP of Sales Makes the Number (The Step by Step Process)

Hitting a sales number is a complex thing to do – not complicated but complex – because there are so many variables and moving parts. There is no “one size fits all” and not a magic bullet and it is “contextual” to each company and it’s own issues. But here is… Read More >

Investing in PE Funds and Understanding the LPA

Why It’s Important to Review the LPA One of my colleagues was looking at investing at a tech Growth PE fund and we discussed the importance of reviewing not only the Subscription Agreement and the PPM, but also the LPA. Even if you’re investing a smaller amount, once you’re in… Read More >

PE Portfolio – What is an “A-Player”?

The term (or a portmanteau?) that we all hear a lot in sales management is “A-Player” and you typically hear it in “you should only hire A-Players”. But what does that mean – what is the definition of an “A-Player” in sales? Here is a great definition – see this… Read More >

PE – Growing ARR Via Enterprise Sales (vs MM Sales)

I wanted to share the differences as well as similarities between the more complex and longer-cycle Enterprise Deals vs. Mid-Market deals where as the first type requires more Field Sales (and project-managing the complexity) while the second has more of an Inside Sales motion. It’s obvious that Mid-Market Deals have… Read More >

PE Turnarounds – 100-Day VCP for Turnaround Investments (Cerberus playbook for Tech)

100-Day Turnaround Plan – For Tech Investing (how Cerberus Would Do it) Just sharing my notes and insights on the 100 Day Plan to begin turning around a company (with AI cleanup) Day 0–30: Rapid Diagnostics & Stabilization Leadership / Governance After investing, focus on recruiting an interim CRO/CFO if… Read More >

Pipeline Management – Prioritize High-Probability Sales Opportunities

As a VP of Sales, you know your reps don’t have unlimited time to work their live deals. You must coach them to prioritize their Opps in the pipeline to ensure that they are on track to hitting its goals. By analyzing the Pipeline and focusing on the highest probability… Read More >

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