A VP of Sales must operationalize a process for all the Sales Managers to conduct assessments of the Opps in the Pipeline during an Opp Review meeting and check for “Red Flags”. Otherwise you get a lot of “UFOs” (i.e. “Unlikely & Failing Opportunities”) that you just don’t…
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…
Make Your Sales Recruiting Systematic and Scientific to Scale Effectively
Finding good salespeople is hard but it is much harder if you don’t have a process to make your hiring systematic and scientific. While some of the hiring can be an art, a lot of it can also be a science too. Key Steps: First create a good…
Marketing Audit Assessment
Here is also a “10-Point” marketing audit you can use to audit your overall Marketing Capability & Strength : The Basic 10-Point Assessment: Marketing Cores Marketing Strategy & Budget Team Capability Execution & Performance Website Demand / Lead Generation Content Marketing PR & Analyst Relations Product Marketing Marketing…
Assessing the Overall Marketing Capability & Strength – An Outline of Key Audit Points
We help CEOs and their companies solve their most challenging go-to-market, sales growth and demand generation problems. Our expertise in problem-solving sales and marketing helps identify the key growth levers and accelerate value-creation. We leverage our own experience, domain expertise and emerging best practices to deliver optimal performance…
Assessing Team Performance – “Can’t Do” vs. “Won’t Do”
I recently spoke to a few executives of a software company who were wondering how to transform a “farmer” team to a “hunter” team. Sometimes it seems that this is impossible. But that’s a generalized statement and it’s contextual to the people on the team. The key is…
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…
Managing: Bringing Out the Best in People
One of the best books I give new managers is Alan Loy McGinnis’s Bringing Out the Best in People. It’s a rare book that most people have not heard of or read but it’s definitely one of the best in my library on management and leadership. One of the reasons…
Building Winning Sales Teams: Become a Great Evaluator of Talent
For a CRO or VP of Sales to be truly great, they must first be great at recruiting and building winning sales teams. And that starts with first becoming a great evaluator of talent. If you’re not there yet, you should learn how to identify talent when others…
Recruiting Sales Talent: Use a Scorecard to Make Good Hiring Decisions
“Select for traits, train for skills” – Chris Lytle, The Accidental Sales Manager Recruiting talent (and building high-performing teams) is the #1 priority for a CEO, CRO or a VP of Sales for any B2B SaaS company. Previously, I wrote about the importance of and how to…