Q3 just ended. It’s the right time for a quick check-up. A CRO or a VP of Sales must do this quick-check of your sales health regularly and especially when any quarter ends. This is critical to understand if you need to course-correct for the new quarter. Let’s…
Sales Management: 6 Levers for Managing Sales Professionals
During a conversation with a company I advise, we were discussing coaching and compensation for the sales team. This compelled me to share that those 2 are the fundamental levers for managing your sales professionals. And I found that there are 6 “levers” in total that a VP…
Sales Management: The 4 Managing Roles of a VP of Sales
Every VP of Sales has 3 key managing responsibilities and roles at the company: People manager: Build a successful sales team Customer manager: Provide exceptional customer experience Business manager: Attain the business and sales goals Sales Manager: Create and manage the system for the sales force Originally this was…
Sales Management: Closing Sales Deals & the End of the Quarter
Today is the Friday that marks the last workweek day of Q1’2019 which is generally the last selling day of the quarter (although all of us have from time to time closed deals during the weekend or got the final paperwork signature on a Sunday night). A lot of…
Market Research & Analysis – Identifying New Business Growth Opportunities
If you are looking to expand your market share then you need to identify new and untapped areas for growth. You will need to do a deep-dive via a Market Analysis to research and identify untapped and upside sales opportunities to grow revenue and expand market share faster such…
Building Teams: How to Recruit and Interview Talent Effectively (and Reduce Subjectivity)
A successful business is all about great People! Recruiting and bringing in exceptional people is the key to success. You can have a great product but without great people your company will either not go very far or simple won’t reach it’s full potential. When I recruit and interview…
Price vs. Cost (and Price vs. Value)
Price vs. Cost There is a big difference between Price vs. Cost that is important to communicate when helping a prospect make a buying decision. A price is what you pay. A cost is the “Total Cost of Ownership” (TCO = Cost) of something. For example, you can…
The Consistent Pillars of Sales Growth That Never Change
The Permanent and Unchanging Pillars of a Blueprint for Scaling Sales Synopsis: In B2B SaaS, there are many commonalities and fundamental consistencies These don’t change much from one B2B SaaS company to another – they are fairly consistent I call them “Sales Pillars” when it comes to…
Scaling Revenue: $10M ARR to $100M ARR
The stage of growing sales revenue from $10M to $100M is really exciting. I’ve had experience in this sales revenue range at 3 companies: AppAssure – we went from $10M to $25 Million in sales around the acquisition by DELL Acronis – we went from $19 Million to…
Sales Management: the 4-Step Process to Build a Sales Machine (i.e. to achieve Repeatable, Predictable & Scalable Revenue Growth)
I was recently talking to a CEO of a SaaS company that has recently hit $10M+ in ARR and is on the way to $20M, then hopefully $50M and a $100M. This is the similar growth trajectory I had seen at AppAssure (which went from even less than…