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 >

Building “Winning Teams” is not about getting a bunch of stars to contribute their individual effort together – it’s much more about the collective and collaborative effort. This is how Belichick builds exceptional teams fairly consistently year after year. Here is the Synopsis: Belichick has a unique talent for seeing…  Read More >

Unlike a VP of Sales at a larger Mid-Market SaaS company, a VP of Sales at a $5M-$20M ARR Growth Stage SaaS business is more focused & hands-on: Sales motions Helps create or improve the optimal Go-to-Market (GTM) Develops the right Messaging for sales: Positioning, Unique Value Proposition, the Elevator…  Read More >

Several years ago Google wanted to determine whether managers matter and, if so, then what makes a manager great. Their research team first tried to prove that managers actually don’t matter and that the quality of a manager didn’t affect a team’s performance.  This hypothesis was due to a belief held…  Read More >

This is the time that every VP of Sales talks about the Annual Sales Kickoff.  It’s important to get it right and start a new year with a great Kickoff. But there is another kickoff meeting that I think is very important – the “Weekly Sales Kickoff” which is a…  Read More >

I’ve written extensively on Data-Driven and Analytical Management of Sales (as well as Sales & Marketing). I also wrote few books (http://www.zorian.com/books/) on the Quant Sales Management methods. But in this article I decided to share actual lists of the most essential analyses and reports that I regularly use to…  Read More >

“If you can’t describe what you are doing as a process, you don’t know what you’re doing.”  – W. Edwards Deming To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework for the…  Read More >

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 >

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 >

Most products on the market are not “Must Have”.  But that is OK because this is not a binary switch but a spectrum and you can do a number of things to move on this spectrum away from “Nice to Have” towards “Must Have”. Most companies are much closer to the…  Read More >