We listen to a number of great podcasts. Over time, we have put together a couple of podcast questions we find interesting to ask guests: What is your superpower(s) / your expertise? What 1-3 pieces of advice can you share that you know a lot about and can…
Top Signs That You Must Troubleshoot Your Sales Strategy
Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” sales rather than Customer Success and existing business renewals or upsells & cross-sells…
How We Will Audit and Assess Your Overall Sales Capability
Assessing Your Sales Force Strength to Identify Upside for Growth If you need to assess your overall B2B Sales & Revenue Growth capability and strength, below are the key and high-level areas that I recommend to audit. This doesn’t mean that you must do a deep dive into…
The SaaS Sales Scaling Formula
A couple of years ago I presented at the annual Inside Sales – Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). What I used to call the The Magic Sales Formula is the “SaaS Sales Formula”: Here are my notes on the…
CRO Performance Metrics
I get asked frequently how a B2B SaaS company should compensate a new CRO. Here is a basic set of KPIs for a CRO that can get you started: CRO’s Performance Metrics New Business (New Logo) Sales Results Bookings Quota Attainment Pipeline KPIs Expansion Sales (Account Management) &…
Creating a 3-Page Strategic Plan
For some companies, it may be better to start with a very basic “1-Page Summary of the Strategic Plan” which is very over-simplified but can be easily and quickly reviewed by anyone in the organization. However, for a more substantive plan (yet not over-complicated), you may want to…
How to Develop a Sales Strategy – an Operating Plan for Your Sales Team
In a prior article, I wrote about what companies should include in a Strategic Plan which focuses on the Corporate Strategy. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft…
Consulting on Demand Generation & Marketing to Grow Qualified Leads and the Sales Pipeline
Demand Generation to Grow Qualified Leads for the Sales Pipeline We have been helping many companies to accelerate their revenue growth over the past few years. Our approach is to help as senior and experienced executives who roll up sleeves and do real hands-on work to identify value…
A Culture of Winning – Creating a Great Sales Culture and Sales Traditions
I believe that your people are your biggest asset. And on a Sales Team your people – sales professionals – can be engaged or disengaged based both on your company’s and your Sales Team’s own culture. I care personally about building a positive and high-performance corporate culture and…
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