Every successful Sales Leader knows what “Sales Strategy” means. But this term is sometimes over-used or thrown around in ways that don’t really refer to the correct definition of Sales Strategy. So what is the correct definition of Sales Strategy? To state simply, it’s an operating plan for…
Building Teams – Don’t Over-Index on Industry Experience (Insights from Jason Lemkin at SaaStr)
Jason Lemkin is the “the Godfather of SaaS” and he knows a great deal about hiring best-in-class A-level talent. I agree with how Jason Lemkin thinks about building great teams. In many of his articles he talks about how to hire a VP of Sales or other sales professionals…
3 Phases of Opportunity Management
In every Sales Pipeline you have multiple stages of the Sales Process but there are 3 over-arching phases of managing every Opportunity (aka “managing a sales cycle”). Opportunity Creation I use the PIF approach Opportunity Pursuit Opportunity Closing These 3 phases are the big part of selling. In each…
“IF” – Simple Criteria for SDRs to Pre-Qualify Meetings for Your Account Executives
An SDR (Sales Development Rep, the junior sales role whose job is to help set up meetings/calls for the $ARR quota-carrying reps) – aka BDR – needs to decide if the lead can qualify as a good first call for an AE (Account Executive, the quota-carrying sales rep)….
What Exactly is B2B Demand Generation / Lead Generation?
Leads are the fuel for a successful B2B sales team. And leads are generated via a solid Demand Generation / Lead Generation function which is usually part of marketing. Jason Lemkin and Aaron Ross wrote in their best-selling book “From Impossible to Inevitable”: “Lead generation is the #1…
Scaling Revenue Starts at the Top of the Funnel (and 3x-5x Sales Cycles ago)
When I meet other CEOs or CROs to share ideas about scaling revenue, we always talk about how closed-won deals really start at the very top of your “Marketing & Sales Funnel” and the starting point on the timeline is typically about 3x-5x of your Sales Cycle (i.e….
Our Sales Team’s Core Values & Tenets
Core values for Sales teams are important because they are the team’s identity and the principles and beliefs by which a sales teams operates. Below I wanted to share the Core Values that I set for my sales teams and by which I hire, and by which we…
Revenue Growth Acceleration Consulting
Hands-On Consulting to Create Value We help you with Revenue Growth and Acceleration by doing real hands-on work to create value and provide fast-acting results (which is different than doing standard consulting). Our approach is about improving the entire Marketing-to-Sales pipeline, top to bottom, all based on our…
Scaling Revenue: $1M ARR to $10M ARR
Some of the most fun experiences I’ve had were all about growing a company rapidly from a base of just a few million in revenue. When I was running Sales at StarWind Software or at InsightSquared, it was all about building a fairly tight but world-class sales team. …
Building Teams: Enable a Quality “Candidate Experience” When Recruiting
If you want to attract great people over years in the sales or SaaS community then you have to offer and enable a quality and very professional “Candidate Experience” that puts your brand image in a positive light. It’s a “small world” out there and people talk about companies…