"We can always think clearly, respond creatively. Nothing can ever prevent us from trying. Ever." Ryan Holiday, The Obstacle is the Way Giving a prospect or customer information just because they ask for it is passive, lazy and could be counter-productive to advancing a deal. Why? It's bad if you don't know why the information … Continue reading Act – Show Initiative
What Will They Think? Doing the Right Thing
Effective Founders, Executives and Salespeople think, act and execute. They work smart and hard. Less effective one's mistake worry for thinking, delay what needs to be done and never take the time to really understand the right actions of this moment and future in the first place. Why? A lack of clarity caused by some … Continue reading What Will They Think? Doing the Right Thing
Right Action, Wrong Context
At any given time I'm reading and researching material in 3-5+ different books and thought I would start sharing what I'm learning as I go. I've just started Ray Dalio's book Principles and in the Introduction he shares his simple process to have success at anything in life. It is, "Think for yourself to decide … Continue reading Right Action, Wrong Context
Start in September: 3 Keys to Making and Exceeding Next Year’s Sales Numbers
“We overestimate what we can accomplish in 1 year and underestimate what we can accomplish in 10 years.” Bill Gates Often as sales leaders and revenue professionals we fall into the same thinking trap as we work to achieve our annual sales goals. We overestimate what we can accomplish in a month or a quarter … Continue reading Start in September: 3 Keys to Making and Exceeding Next Year’s Sales Numbers
May 2021 Newsletter Attention (Not Trust) is the Currency of Business (and Sales)
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)
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?