A few years ago Forrester surveyed B2B buyers and most conduct 50% of their research online before making a purchase decision. And most will have formed a strong opinion before talking to B2B sales. These buyers are much more in control of their decision than a B2B marketing…
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…
What Exactly is Sales Enablement and Why is it Important for VPs of Sales?
Every VP of Sales knows that without effective Sales Enablement their teams won’t be as productive and effective in their jobs. But what exactly is Sales Enablement? Sales Enablement provide sales professionals in the sales organization exactly what they need to increase their productivity and performance and helps…
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…
Building Teams: Creating a Successful Organizational Culture
A couple of years ago I wrote “What is a Company Culture and why CEOs must care?“. There I mentioned that there is no universal definition of an organizational culture. But how can we then define culture? Let’s start with Wikipedia – Wikipedia defines Organizational Culture as follows: a company…
Organizational Issues That Prevent Effective Leadership
There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review. It turns out that many “leaders” are actually not able to perform a leadership function effectively. It is a real obstacle for companies if someone who is supposed…
What is Sales Strategy?
Every successful Sales Leader knows what “Sales Strategy” means. But this term is sometimes over-used or thrown around in ways that don’t really refer to the correct definition of Sales Strategy. So what is the correct definition of Sales Strategy? To state simply, it’s an operating plan for…
Building Teams – Don’t Over-Index on Industry Experience (Insights from Jason Lemkin at SaaStr)
Jason Lemkin is the “the Godfather of SaaS” and he knows a great deal about hiring best-in-class A-level talent. I agree with how Jason Lemkin thinks about building great teams. In many of his articles he talks about how to hire a VP of Sales or other sales professionals…
3 Phases of Opportunity Management
In every Sales Pipeline you have multiple stages of the Sales Process but there are 3 over-arching phases of managing every Opportunity (aka “managing a sales cycle”). Opportunity Creation I use the PIF approach Opportunity Pursuit Opportunity Closing These 3 phases are the big part of selling. In each…
“IF” – Simple Criteria for SDRs to Pre-Qualify Meetings for Your Account Executives
An SDR (Sales Development Rep, the junior sales role whose job is to help set up meetings/calls for the $ARR quota-carrying reps) – aka BDR – needs to decide if the lead can qualify as a good first call for an AE (Account Executive, the quota-carrying sales rep)….