Many companies get their ideas and advice that turns out to be very expensive. The cost is more than just dollars. It’s erroneous effort and going in the wrong direction and ultimately loses a lot of time and wasted resources. The key is to know the people from…
What Exactly is “Strategy” in B2B SaaS?
The other day I met with a tech industry CEO and we talked about Corporate Strategy that he is planning for 2019 and how he wants to grow his company’s revenue by over 100%+ in the next year. We spent at least half of the time actually discussing…
Use “Sales Systems” to Systematize & Operationalize Your Sales
If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several…
How To Scale Fast – the Blueprint & Playbook for Scaling B2B SaaS Sales
The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling. Scaling means that you are looking for “disproportionate growth results”. This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint…
Creating a Culture of Accountability in Sales
As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability? “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing…
How a VP of Sales Makes the Number (The Step by Step Process)
Hitting a sales number is a complex thing to do – not complicated but complex – because there are so many variables and moving parts. There is no “one size fits all” and not a magic bullet and it is “contextual” to each company and it’s own issues. But…
The Process for Effective Sales Execution
John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“. Being busy and making an effort doesn’t mean…
How to Train Your Sales Team Quickly – Top Free Resources
What This Is: Unified Training Knowledge Hub for the sales team All the key info for sales training at your fingertips Understanding Our Customers, Their Challenges / Needs, How They Decide Our Ideal Customer Profile (ICP) Our Target Buyer Persona Unique Value Proposition Elevator Pitch Our “Buyer-Focused” Prospecting…
Creating a 1-Page Summary Snapshot of the Strategic Plan
If you are a CEO, COO or a Chief Revenue Officer (CRO) of a fast-growing company, you have dealt a lot with the well known challenge of communicating strategic plan to all the people at your company. Having a good Corporate Strategy is critical – and it…
Getting More Sellers to Attain Quota
The other day I read an article from Michelle Vazzana at Vantage Point about “How to get more sellers to quota” and I wanted to summarize and add a few things. The focus is about coaching to activities because it is the seller’s activities that drive performance (i.e….