Every B2B SaaS company will encounter growth problems and as the CEO, COO, GM or a senior executive (such as a VP of Sales) will need to identify the root causes before making plans to fix them. Here are the key 7 steps of a typical Root Cause…
Sales Management: Core KPIs and Goals for a VP of Sales
There are several options for key performance objectives or core KPIs that a company sets for the sales leader. The obvious KPI would be the actual Sales $ closed but there is more to the job. The key areas of measurable responsibilities of a sales executive (or any operational…
Revenue Growth: Market Analysis & Identifying New Revenue Opportunities
I enjoy helping companies and have been doing some interesting consulting and advisory projects over the past few months. Most of such projects I’ve done in the past are focused on scaling and accelerating revenue growth and helping accelerate the sales pipeline via improving the entire Marketing >…
Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)
A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve…
Revenue Growth: Using an “Enterprise Value Map” to Help Navigate Your Growth Strategy
When you’re in a high-growth stage especially after $5M or $10M and trying to double every year, you will sometimes face obstacles and need to unblock some of the obstacles in your Revenue Growth strategy. One useful frameworks and tools is the the Enterprise Value Map which was developed by…
The Job of a Sales Leader at a Growth Stage SaaS
Unlike a VP of Sales at a larger Mid-Market SaaS company, a VP of Sales at a $5M-$20M ARR Growth Stage SaaS business is more focused & hands-on: GTM & Sales motion Helps create or improve the optimal Go-to-Market (GTM) Develops the right Messaging for sales: Positioning, Unique…
People Management: Talent Development & the McKinsey 9-Box Matrix
People are the #1 factor in the success of any organization. It’s not easy to manage talent and develop talent effectively. The McKinsey 9-Box Model can be used to evaluate your talent in a matrix charted on the axes of “Potential vs. Performance”. It is sometimes used as…
What has Changed in Demand Generation Over the Past Decade?
Today I spoke with John Connolly who is a successful operator and CEO who knows well how to build successful companies. We spoke about driving Sales & Marketing and he asked me an interesting question which I wanted to share here with others and see what else you…
Behaviors of Good Managers (based on Google’s research – Project Oxygen)
Several years ago Google wanted to determine whether managers matter and, if so, then what makes a manager great. Their research team first tried to prove that managers actually don’t matter and that the quality of a manager didn’t affect a team’s performance. This hypothesis was due to a…
Sales Management: Creating a Repeatable “Sales Process”
“If you can’t describe what you are doing as a process, you don’t know what you’re doing.” – W. Edwards Deming To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework…