I recently spoke to a few executives of a software company who were wondering how to transform a “farmer” team to a “hunter” team. Sometimes it seems that this is impossible. But that’s a generalized statement and it’s contextual to the people on the team. The key is…
The 4 Things You Must Nail Down To Scale Your SaaS Sales
Every B2B SaaS company must be able to communicate to every employee on the Revenue Team (sales or marketing or customer success) the following: Who – who is the ideal type of buyer – or what is called the Ideal Customer Profile (ICP)? Your targeted Ideal Company Profile…
Managing: Bringing Out the Best in People
One of the best books I give new managers is Alan Loy McGinnis’s Bringing Out the Best in People. It’s a rare book that most people have not heard of or read but it’s definitely one of the best in my library on management and leadership. One of the reasons…
Building Winning Sales Teams: Become a Great Evaluator of Talent
For a CRO or VP of Sales to be truly great, they must first be great at recruiting and building winning sales teams. And that starts with first becoming a great evaluator of talent. If you’re not there yet, you should learn how to identify talent when others…
Recruiting Sales Talent: Use a Scorecard to Make Good Hiring Decisions
“Select for traits, train for skills” – Chris Lytle, The Accidental Sales Manager Recruiting talent (and building high-performing teams) is the #1 priority for a CEO, CRO or a VP of Sales for any B2B SaaS company. Previously, I wrote about the importance of and how to…
Match Your Selling to the Way Your Customers Want to Buy
Today too many SaaS companies have fallen into a trap of designing their sales processes to optimize for their own sales and marketing teams rather than for their buyers. They approach buyers as just another transaction and focus on checking off a couple of checkboxes but this doesn’t match…
Sales Org Design: Sales Management – Scope of Control
I notice in many B2B SaaS companies there is a wrong organizational design starting with too many “player/coaching” issues which is function of what is known as a “Scope of Control“. Read on… and if this is feeling like it’s just academic or theoretical then I really recommend…
Top 3 Problems With Most Discovery Calls
From time to time I take sales calls to see how reps at other companies sell – it’s both to learn about something that interests me in SaaS and also to keep an eye on what others are doing (and to gauge how effectively others are executing the…
Sales Tech Stack of the Top VPs of Sales in SaaS
Previously I shared a big list of sales technologies – “Sales Tools to Scale More Efficiently – Sales Technology Stack 2019”. And here are the most common 2019 sales tech I’ve used and have seen my VP of Sales / CRO peers use effectively to increase productivity and…
4 Parts of a Highly Effective Outbound Sales Prospecting Email
Prospecting is critical to grow the sales pipeline. I thought to share what I typically share with sales teams about the framework for making cold outreach. Today prospects are too busy so outbound prospecting is harder than ever – Jill Konrath is well known for her writing about…