The Permanent and Unchanging Pillars of a Blueprint for Scaling Sales Synopsis: In B2B SaaS, there are many commonalities and fundamental consistencies These don’t change much from one B2B SaaS company to another – they are fairly consistent I call them “Sales Pillars” when it comes to…
Scaling Revenue: $10M ARR to $100M ARR
The stage of growing sales revenue from $10M to $100M is really exciting. I’ve had experience in this sales revenue range at 3 companies: AppAssure – we went from $10M to $25 Million in sales around the acquisition by DELL Acronis – we went from $19 Million to…
Sales Management: the 4-Step Process to Build a Sales Machine (i.e. to achieve Repeatable, Predictable & Scalable Revenue Growth)
I was recently talking to a CEO of a SaaS company that has recently hit $10M+ in ARR and is on the way to $20M, then hopefully $50M and a $100M. This is the similar growth trajectory I had seen at AppAssure (which went from even less than…
Sales Management: 5 Steps Before Selling a New Product Or Launching Into a New Market
If you just joined a company as a new CEO or COO or as a new VP of Sales, and before you begin selling a new product at your company, here are the 4 things you should understand clearly for yourself and communicate clearly to the entire sales…
Decision-Making With Incomplete Data – Try the McKinsey “Day One Hypothesis”
When you are running a company as the CEO or when running sales as the VP of Sales, you frequently deal with incomplete data and missing information. But you need to solve problems, identify root causes (root cause analysis) and ultimately good make decisions that produce business results….
Building an Effective Sales Org – The Skillset Matrix
Every effective VP of Sales needs to create and use a tool known as a Skillset Matrix to validate the skills, knowledge, and proficiency of their sales teams. There are different types – one can be based on ratings which rate the skills available on the team. And…
Sales Tools to Scale More Efficiently – Sales Technology Stack 2019
What do you need to scale your sales teams more effectively and efficiently? What sales tools do you currently have that work or those that may not be optimal? There are many choices and very many sales technologies today in the market and choosing the right one for the…
Troubleshooting Sales – Top Factors Why a Sales Team/Rep is Not Selling
What may be a reason that when you hire new sales reps and one or a couple are not selling effectively? Companies are often left wondering what is not working and I thought I’d share a couple of factors that may help you determine the root causes. Over…
Hiring Sales Talent: Wisdom from a CEO of VISA on Hiring Well
When hiring sales talent – it’s wise to always remember where “experience” fits in the order of priority. This is one of the most counter-intuitive things that many average CROs/VPs of Sales in B2B SaaS may not get but some of the experienced great ones definitely know. I was…
Revenue Growth: Design a Highly Effective Go-to-Market Strategy
If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market. A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you…