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…
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…
Modern B2B Buying Journey Makes Sales & Marketing Much More Difficult Today
A few years ago Forrester surveyed B2B buyers and most conduct 50% of their research online before making a purchase decision. And most will have formed a strong opinion before talking to B2B sales. These buyers are much more in control of their decision than a B2B marketing…
Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth
If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to…
What Exactly is Sales Enablement and Why is it Important for VPs of Sales?
Every VP of Sales knows that without effective Sales Enablement their teams won’t be as productive and effective in their jobs. But what exactly is Sales Enablement? Sales Enablement provide sales professionals in the sales organization exactly what they need to increase their productivity and performance and helps…
A Simple 6-Step Management System For Any Executive
When an executive is looking for a way to simplify how they manage their company or a business unit, I recommend the following system that I’ve used consistently over the years. You can use the following simplified 6-step Management System to run a business function and it covers…
Building Teams: Creating a Successful Organizational Culture
A couple of years ago I wrote “What is a Company Culture and why CEOs must care?“. There I mentioned that there is no universal definition of an organizational culture. But how can we then define culture? Let’s start with Wikipedia – Wikipedia defines Organizational Culture as follows: a company…
Organizational Issues That Prevent Effective Leadership
There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review. It turns out that many “leaders” are actually not able to perform a leadership function effectively. It is a real obstacle for companies if someone who is supposed…