Leads are the fuel for a successful B2B sales team. And leads are generated via a solid Demand Generation / Lead Generation function which is usually part of marketing. Jason Lemkin and Aaron Ross wrote in their best-selling book “From Impossible to Inevitable”: “Lead generation is the #1…
Scaling Revenue Starts at the Top of the Funnel (and 3x-5x Sales Cycles ago)
When I meet other CEOs or CROs to share ideas about scaling revenue, we always talk about how closed-won deals really start at the very top of your “Marketing & Sales Funnel” and the starting point on the timeline is typically about 3x-5x of your Sales Cycle (i.e….
Demand Generation is Not the Same as Content Marketing or Inbound Marketing
B2B Demand Generation is a “Revenue-focused” B2B Marketing function that creates targeted interest and inquiry in the company’s product or service and directly drives sales pipeline and accelerates revenue. Demand Generation is a very strategic and complex B2B function and requires a lot of deep domain expertise. Demand Gen…
Our Sales Team’s Core Values & Tenets
Core values for Sales teams are important because they are the team’s identity and the principles and beliefs by which a sales teams operates. Below I wanted to share the Core Values that I set for my sales teams and by which I hire, and by which we…
Revenue Growth Acceleration Consulting
Hands-On Consulting to Create Value We help you with Revenue Growth and Acceleration by doing real hands-on work to create value and provide fast-acting results (which is different than doing standard consulting). Our approach is about improving the entire Marketing-to-Sales pipeline, top to bottom, all based on our…
Scaling Revenue: $1M ARR to $10M ARR
Some of the most fun experiences I’ve had were all about growing a company rapidly from a base of just a few million in revenue. When I was running Sales at StarWind Software or at InsightSquared, it was all about building a fairly tight but world-class sales team. …
Building Teams: Enable a Quality “Candidate Experience” When Recruiting
If you want to attract great people over years in the sales or SaaS community then you have to offer and enable a quality and very professional “Candidate Experience” that puts your brand image in a positive light. It’s a “small world” out there and people talk about companies…
Leading Teams – Decisions by Consensus vs. Conviction
To have an effective decision-making process as a CEO or a CRO, you don’t want to lead with consesus. I like what David Cancel, CEO at Drift, says about consensus: “Seek Feedback, Not Consensus.” One of Drift’s Leadership Principles is: Seek feedback, not consensus. “Seek feedback to get…
What In the World are “UFOs” in Sales?
One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way…
Building Teams – Recruiting Insights from Warren Buffett
Do you know Warren Buffett’s secret to recruiting talent? Buffett only looks for 3 things: 1. Intelligence 2. Energy (i.e. Hard Work, Passion, etc.) 3. Integrity Notice something interesting and what’s missing from this list? We do not see “industry experience” on that list. I see how many…