Sales Tech Stack of the Top VPs of Sales in SaaS

Previously I shared a big list of sales technologies – “Sales Tools to Scale More Efficiently – Sales Technology Stack 2019“. And here are the most common 2019 sales tech I’ve used and have seen my VP of Sales / CRO peers use effectively to increase productivity and effectiveness of  Read More >

Top 3 Problems With Most Discovery Calls

From time to time I take sales calls to see how reps at other companies sell – it’s both to learn about something that interests me in SaaS and also to keep an eye on what others are doing (and to gauge how effectively others are executing the selling process).  Read More >

Sales Team Development: Key Selling Skills to Coach Your Reps

Here is a comprehensive list I’ve used to develop my sales teams:   Prospecting Outbound Calling Skills Email Prospecting Inbound Lead Prospecting Capitalizing on peak selling time and knowing the peak times Understands key prospecting insights Prospecting into inbound leads Developing Multi-touch & Multi-channel prospecting cadence Effective LinkedIn Prospecting Consultative  Read More >

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. hit Sales  Read More >