Demand Generation to Grow Qualified Leads for the Sales Pipeline We have been helping many companies to accelerate their revenue growth over the past few years. Our approach is to help as senior and experienced executives who roll up sleeves and do real hands-on work to identify value…
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…
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Poor Marketing Advice Costs a Very High Price to Many Companies
Many companies get their ideas and advice that turns out to be very expensive. The cost is more than just dollars. It’s erroneous effort and going in the wrong direction and ultimately loses a lot of time and wasted resources. The key is to know the people from…
What Exactly is “Strategy” in B2B SaaS?
The other day I met with a tech industry CEO and we talked about Corporate Strategy that he is planning for 2019 and how he wants to grow his company’s revenue by over 100%+ in the next year. We spent at least half of the time actually discussing…
Use “Sales Systems” to Systematize & Operationalize Your Sales
If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several…
How To Scale Fast – the Blueprint & Playbook for Scaling B2B SaaS Sales
The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling. Scaling means that you are looking for “disproportionate growth results”. This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint…
Creating a Culture of Accountability in Sales
As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability? “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing…
How 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…
The Process 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…