Core values for Sales teams are important because they are the team’s identity and the principles and beliefs by which a sales teams operates. Below I wanted to share the Core Values that I set for my sales teams and by which I hire, and by which we…
Revenue Growth Acceleration Consulting
Hands-On Consulting to Create Value We help you with Revenue Growth and Acceleration by doing real hands-on work to create value and provide fast-acting results (which is different than doing standard consulting). Our approach is about improving the entire Marketing-to-Sales pipeline, top to bottom, all based on our…
Scaling Revenue: $1M ARR to $10M ARR
Some of the most fun experiences I’ve had were all about growing a company rapidly from a base of just a few million in revenue. When I was running Sales at StarWind Software or at InsightSquared, it was all about building a fairly tight but world-class sales team. …
Building Teams: Enable a Quality “Candidate Experience” When Recruiting
If you want to attract great people over years in the sales or SaaS community then you have to offer and enable a quality and very professional “Candidate Experience” that puts your brand image in a positive light. It’s a “small world” out there and people talk about companies…
Leading Teams – Decisions by Consensus vs. Conviction
To have an effective decision-making process as a CEO or a CRO, you don’t want to lead with consesus. I like what David Cancel, CEO at Drift, says about consensus: “Seek Feedback, Not Consensus.” One of Drift’s Leadership Principles is: Seek feedback, not consensus. “Seek feedback to get…
What In the World are “UFOs” in Sales?
One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way…
Building Teams – Recruiting Insights from Warren Buffett
Do you know Warren Buffett’s secret to recruiting talent? Buffett only looks for 3 things: 1. Intelligence 2. Energy (i.e. Hard Work, Passion, etc.) 3. Integrity Notice something interesting and what’s missing from this list? We do not see “industry experience” on that list. I see how many…
The 3 Critical Gaps Between Planned Outcomes vs. Actual Results
There are always gaps between Strategy and its Execution, between business expectations and the actual results. You can invest a lot of time into a solid Corporate Strategy or your Sales Strategy that you think will deliver exceptional results but some times the result will be off from what you intended…
MAP Method & Why a Clear Go-to-Market is Key to Scaling SaaS Sales
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…
Leading Teams – Decisions by Consensus vs. Conviction
One of the top productivity killers for sales reps is over-focusing and over-investing in low-probability Opportunities (Opps) which clog up your sales pipeline and distract reps from focusing on the high-probability Opportunities. We refer to a bad Sales Opportunity (i.e. Opp) in a slightly comical and symbolic way…