Scaling Revenue: $10M ARR to $100M ARR

The stage of growing sales revenue from $10M to $100M is really exciting.  I’ve had experience in this sales revenue range at 3 companies: AppAssure – we went from $10M to $25 Million in sales around the acquisition by DELL Acronis – we went from $19 Million to $100+ Million  Read More >

Sharing the CHAMP System Internal Training Materials

As part of the complete CHAMP System – I will be publishing my internal slide decks that I’ve used to build teams and develop them – it includes the following: CHAMP Selling Methodology Training CHAMP Sales Process – Engineering an Effective Sales Process CHAMP Sales Leadership & Sales Coaching CHAMP  Read More >

Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)

Sales Management is a scientific process and you can use this formula to focus your team on the key factors that drive $ Sales.
A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve Young, a  Read More >

The Job of a Sales Leader at a Series-A Startup

Unlike a VP of Sales at a larger company, a VP of Sales at an early stage Series A startup is more focused and hands-on: Startup sales motions Helps work on refine the Product-Market Fit Helps create or improve the optimal Go-to-Market (GTM) Develops the right Messaging for sales: Positioning,  Read More >

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 have 3-Pages  Read More >

What Exactly is “Sales Strategy”?

Every successful Sales Leader knows what “Sales Strategy” means. But this term is sometimes over-used or thrown around in ways that don’t really refer to the correct definition of Sales Strategy.  So what is the correct definition of Sales Strategy? To state simply, it’s an operating plan for the sales  Read More >

Building Teams: The Fallacy of Industry Experience

Don’t make the common mistake of making a specific industry experience a key factor when building sales teams, hiring sales reps or sales executives.  It’s called “The Fallacy of Industry Experience” and is well described here in the Harvard Business Review article “What Makes a Good Salesman”: “Many sales executives  Read More >

A Simple 6-Step Management System For Any Executive

When an executive is looking for a way to simplify how they manage their company or a business unit, I recommend the following system that I’ve used consistently over the years. You can use the following simplified 6-step Management System to run a business function and it covers most requirements  Read More >

Building Teams: Creating a Successful Organizational Culture

A couple of years ago I wrote “What is a Company Culture and why CEOs must care?“.  There I mentioned that there is no universal definition of an organizational culture.  But how can we then define culture? Let’s start with Wikipedia – Wikipedia defines Organizational Culture as follows: a company culture is  Read More >

Organizational Issues That Prevent Effective Leadership

There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review.  It turns out that many “leaders” are actually not able to perform a leadership function effectively.  It is a real obstacle for companies if someone who is supposed to be  Read More >

Building Teams: Leadership Lessons for CEOs from 150+ Books on Leadership (Over 20+ Years of Reading)

Here is what I learned reading well over 150+ books on Leadership (over 20+ years of reading)
Over the past 20+ years I’ve always had an interest in Team and Organizational Leadership and have read well over 150+ books on the topic of Leadership (including insights from biographies on leaders like Washington, Lincoln, Churchill, Carnegie, and many modern executives and leaders, etc.).  I think it was only  Read More >