If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several…
How To Scale Fast – the Blueprint & Playbook for Scaling B2B SaaS Sales
The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling. Scaling means that you are looking for “disproportionate growth results”. This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint…
Creating a Culture of Accountability in Sales
As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability? “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing…
How a VP of Sales Makes the Number (The Step by Step Process)
Hitting a sales number is a complex thing to do – not complicated but complex – because there are so many variables and moving parts. There is no “one size fits all” and not a magic bullet and it is “contextual” to each company and it’s own issues. But…
The Process for Effective Sales Execution
John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“. Being busy and making an effort doesn’t mean…
How to Train Your Sales Team Quickly – Top Free Resources
What This Is: Unified Training Knowledge Hub for the sales team All the key info for sales training at your fingertips Understanding Our Customers, Their Challenges / Needs, How They Decide Our Ideal Customer Profile (ICP) Our Target Buyer Persona Unique Value Proposition Elevator Pitch Our “Buyer-Focused” Prospecting…
Getting More Sellers to Attain Quota
The other day I read an article from Michelle Vazzana at Vantage Point about “How to get more sellers to quota” and I wanted to summarize and add a few things. The focus is about coaching to activities because it is the seller’s activities that drive performance (i.e….
Sales Differentiation – Differentiating & Positioning Your Solution as “Different” from Competition
I recently read a great book called “Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want” by Lee Salz which is a unique book because it focuses on Differentiation by the Sales team rather than the typical differentiating messaging done by marketing. The…
Coaching Sales Reps on Pipeline Prioritization
Pipeline Prioritization is a critical process for a Sales Manager to coach their reps – see “Sales Coaching on Pipeline Management and Sales Forecasting“. Here is what Sales Manager should coach reps to start by looking at these key factors in their pipeline: Opp Age or Duration in…
Sales Coaching on Pipeline Management and Sales Forecasting
We all know that Sales Coaching is a critical job of any sales manager, whether a front-line manager (FLM) or a senior sales executive. Most FLMs know that Pipeline is one of the top 2 things in Sales and will need to focus their coaching on Pipeline Management…