Every effective VP of Sales needs to create and use a tool known as a Skillset Matrix to validate the skills, knowledge, and proficiency of their sales teams. There are different types – one can be based on ratings which rate the skills available on the team. And…
Sales Tools to Scale More Efficiently – Sales Technology Stack 2019
What do you need to scale your sales teams more effectively and efficiently? What sales tools do you currently have that work or those that may not be optimal? There are many choices and very many sales technologies today in the market and choosing the right one for the…
Troubleshooting Sales – Top Factors Why a Sales Team/Rep is Not Selling
What may be a reason that when you hire new sales reps and one or a couple are not selling effectively? Companies are often left wondering what is not working and I thought I’d share a couple of factors that may help you determine the root causes. Over…
Hiring Sales Talent: Wisdom from a CEO of VISA on Hiring Well
When hiring sales talent – it’s wise to always remember where “experience” fits in the order of priority. This is one of the most counter-intuitive things that many average CROs/VPs of Sales in B2B SaaS may not get but some of the experienced great ones definitely know. I was…
Revenue Growth: Design a Highly Effective 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…
Revenue Growth: Identifying Growth Blockers and Using the Root Cause Analysis
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…