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 >

I was recently talking to a CEO of a SaaS company that has recently hit $10M+ in ARR and is on the way to $20M, then hopefully $50M and a $100M. This is the similar growth trajectory I had seen at AppAssure (which went from even less than $10M to…  Read More >

Every effective VP of Sales needs to create and use a tool known as a Skillset Matrix to validate the skills, knowledge, and proficiency of their sales teams. There are different types – one can be based on ratings which rate the skills available on the team.  And it will…  Read More >

What may be a reason that when you hire new sales reps and one or a couple are not selling effectively?  Companies are often left wondering what is not working and I thought I’d share a couple of factors that may help you determine the root causes. Over the years,…  Read More >

When hiring sales talent – it’s wise to always remember where “experience” fits in the order of priority.  This is one of the most counter-intuitive things that many average CROs/VPs of Sales in B2B SaaS may not get but some of the experienced great ones definitely know. I was reviewing Trish…  Read More >

If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market.  A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you “go to…  Read More >

How to Interview Senior Sales Executives Every high-growth company needs to hire senior executives to own and run different business functions – whether you’re hiring a COO, a CRO, a VP of Sales or others, the advice below applies equally well to recruiting any of these roles. The simplest advice…  Read More >

Here are some great books I read by professional sports coaches which I thought apply perfectly to Sales Leaders who want to learn the real art of coaching from the best: Bill Walsh – Finding a Winning Edge Bill Walsh – The Score Takes Care of Itself: My Philosophy of…  Read More >

There are several options for key performance objectives or core KPIs that a company sets for the sales leader.  The obvious KPI would be the actual Sales $ closed but there is more to the job.  The key areas of measurable responsibilities of a sales executive (or any operational executive for…  Read More >

I enjoy helping companies and have been doing some interesting consulting and advisory projects over the past few months. Most of such projects I’ve done in the past are focused on scaling and accelerating revenue growth and helping accelerate the sales pipeline via improving the entire Marketing > Sales funnel/pipeline. …  Read More >