If you just joined a company as a new CEO or COO or as a new VP of Sales, and before you begin selling a new product at your company, here are the 4 things you should understand clearly for yourself and communicate clearly to the entire sales…
Decision-Making With Incomplete Data – Try the McKinsey “Day One Hypothesis”
When you are running a company as the CEO or when running sales as the VP of Sales, you frequently deal with incomplete data and missing information. But you need to solve problems, identify root causes (root cause analysis) and ultimately good make decisions that produce business results….
Building an Effective Sales Org – The Skillset Matrix
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 >…