Sales For Founders & CEOs May 2021 Welcome to the inaugural edition of the Scaling Sales Newsletter. (Thank you for signing up when you downloaded 6 Keys to Build a High-Performance Sales Team!) Every month I send you three ideas on strategy and tactics that you can use to lfind and win more customers andead your revenue team. … Continue reading May 2021 Newsletter Attention (Not Trust) is the Currency of Business (and Sales)
The Four Keys of Accountability & Sales Success
I was helping a client this week who was struggling to manage his sales team. The team had grown comfortable. They had little oversight and it was ok to miss quota quarter after quarter. How could he get his team to sell more and lay the foundation to replace underperforming members of the team who … Continue reading The Four Keys of Accountability & Sales Success
The Top 3 Ways to Fix a Broken Sales Process to Grow Sales
Is your sales process broken? Do you feel like you or your team are working too hard to win new customers? Do you feel like there a lot of sales activities that don’t necessarily result in winning new customers? Prospects have different needs for information and guidance in the sales process. How do you meet … Continue reading The Top 3 Ways to Fix a Broken Sales Process to Grow Sales
6 Keys to Build a High-Performance Sales Team
A coordinated sales team always outperforms a non-coordinated group of individuals, regardless of individual skill or ability. If your sales team isn't executing with the right structure you're losing sales. To improve sales where do you start? Here are the six keys to building and growing a high-performance sales team. Key #1 - Use a … Continue reading 6 Keys to Build a High-Performance Sales Team
7 Steps to Accelerate SaaS Sales
A successful founder I know came to me. His companies product had traction and had been growing but sales were starting to flatten out. They were looking for answers to get sales growth increasing again. He was hoping to start raising money in 6 months and wanted to show a track record of strong growth. … Continue reading 7 Steps to Accelerate SaaS Sales
3 Ways to Increase Trust and Reduce Risk in Enterprise Sales
Prospects won't become your customers until they believe three things. 1-That your solutions will solve their problems. 2-That you can deliver the value and solutions you've promised. 3-That if things don't go as planned or the project fails they've minimized the professional risks to them and the business risks to the company. Here are the … Continue reading 3 Ways to Increase Trust and Reduce Risk in Enterprise Sales
10 Top Tips to Consider When Building Out Sales at Your Enterprise Software SaaS
Every Founder and CEO faces challenges growing their companies. They’re often overwhelmed and unclear about how to navigate the growth path. They want to be certain and clear about how to gain control of their sales growth and increase revenues in a scalable and predictable way. Here are 10 key tips to consider when building … Continue reading 10 Top Tips to Consider When Building Out Sales at Your Enterprise Software SaaS
Are You a Sales Hostage?
I recently met with a CEO of a b2b SaaS firm with sub-1 million in revenues. The firm has had early success with a few large brand names. Often companies at this point hire a VP Sales and several salespeople to capitalize on their early momentum and provide sales expertise that the founders feel they … Continue reading Are You a Sales Hostage?
How Do You Begin?
Keep things simple. Don't over-think. Don't over-complicate. Step 1 - Start exactly where you're at. Step 2 - Do the next thing. Step 3 - Goto Step 1.
Capturing and Consuming Attention
A missed quota, a driver cutting us off on the freeway and a poorly designed website interface all rise to the top of our attention stack because we have to struggle to respond to them and or at some level figurative or literal could take us out. Threats, irritants and the things that slow us … Continue reading Capturing and Consuming Attention