I’ve written extensively on Data-Driven and Analytical Management of Sales (as well as Sales & Marketing). I also wrote few books (https://www.revenue-inc.com/books/) on the Quant Sales Management methods. But in this article I decided to share actual lists of the most essential analyses and reports that I regularly…
Sales Management: Sales Team’s Weekly Kickoff Meeting
This is the time that every VP of Sales talks about the Annual Sales Kickoff. It’s important to get it right and start a new year with a great Kickoff. But there is another kickoff meeting that I think is very important – the “Weekly Sales Kickoff” which…
Revenue Growth: Using the McKinsey 7S Model
Every company, team, or a business unit has objectives to achieve a high level of performance. How does a CEO or a VP of Sales or an executive leading another team go about figuring out if the organization is going to achieve its intended objective? Below is a summary of…
Troubleshooting Your Sales With a “5P Analysis”
It’s the beginning of a new year and a new Q1. Many companies are doing Sales Kickoffs this week. Some companies are challenged because last year sales did not hit the number and revenue did not grow as intended in the annual plan. Others already see early signs…
Developing a 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…
The “MAP” in your Go-to-Market Plan
If you are a CEO, a VP of Sales or a VP of Marketing thinking about accelerating revenue growth, you need to invest in clearly defining your Go-to-Market Strategy. One of the key aspects of scaling is making sure you understand it clearly. A Go-to-Market Strategy (aka “GTM“) is…
Developing a B2B Marketing & Demand Generation Strategy to Drive Sales
As you kickoff the new year, you need to have your integrated Strategy in place – your company must start with the overarching Corporate Strategy before you create your Sales Strategy or B2B Marketing & Demand Generation Strategy. As a CRO or VP of Sales, you can’t scale…
Revenue Growth: How to Position Your Solution as a “Must Have” (Not Just a “Nice to Have”)
Most products on the market are not “Must Have”. But that is OK because this is not a binary switch but a spectrum and you can do a number of things to move on this spectrum away from “Nice to Have” towards “Must Have”. Most companies are much closer…
Building Teams: The Fallacy of Industry Experience
Don’t make the common mistake of making a specific industry experience a key factor when building sales teams, hiring sales reps or sales executives. It’s called “The Fallacy of Industry Experience” and is well described here in the Harvard Business Review article “What Makes a Good Salesman”: “Many…
Building Teams – Recruit “10x” Talent (“Force Multipliers”)
Building great companies requires building great teams – one of the keys to that is knowing how to identify great Talent (i.e. not merely talent but capital-T “Talent”). What I mean by great Talent is really what I call the “10x” people who are the force multipliers. I…