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The #1 deal diagnostic tool: Mutual plans – What good (and bad) plans look like
After accumulating the experience of literally hundreds of 1:1 meetings and deal reviews with Account Executives over the years as a sales leader, I think I have finally figured out the single...
The most common sales hiring profile mistake in early stage start-ups
Your startup is series seed or series A/B and looking to build out your sales org – No sales effectiveness/training function in place; just you. You are moving up to mid-market or enterprise and...
Hiring over your head of sales – When the suit outgrows the wearer.
Let me start by saying that if done right, hiring over the top of an existing head of sales should be a VERY positive thing for both the business and the incumbent. This post tells you when to do...
Clear signs your sales rep won’t ramp and what you should do about it
A core function of front line sales management is to amplify the results of the team. Due to rapid promotions to management and a lack of core skills development in reps, I am seeing a recurring...
The Magic Acronym to Improve Your Win Rates and Forecast Accuracy
In 2008 I was running an enterprise team for Salesforce.com and had a dilemma with process integrity and CRM data – Enterprise reps were doing a great job in managing their big deal process and...
Building Sales Operations Within Your Start-up
Have you ever wondered why your head of sales is struggling to give you an accurate view of next month’s forecast, or why the slick new reps that you brought in from a high flying SaaS company...
How to Manage Your First VP of Sales
This post originally appeared on Saastr.com. Managing a sales leader for the first time can be quite a challenge for any CEO – This article is intended as a basic guide for ensuring that your...
3 Sales Rep Profiles Leaders Must Understand
Horses for courses, as they say and I want to share with you a framework for thinking about sales talent profiles and when you should/shouldn’t use them.