Did you ever wonder why values are part of a strategy or strategic plan? It’s interesting how some people get really excited about mission, vision, and values, while others like to focus on goals and …
Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in context. Context matters. In this case, the context …
Do you sometimes feel like your sales team is counting on luck, instead of strategy and process to close deals? Of course, I am going to advocate for strategy and process but sometimes, yes, you get lucky and …
SaaStr Annual 2018 just wrapped up in San Francisco. After 3 days of non-stop networking, listening to incredible speakers and having many Braindates, I finally have a chance to sit down and reflect on what I learned at …
A great growth strategy requires account planning. When you are planning your sales revenue for next year, how do you decide what it will be? Do you say, “We need to grow X%” and set …
Networking, whether in person or on social media is a critical part of the modern sales process. If you are a sales leader, you have probably realized that while your sales team is primarily staffed …
I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins, vampires, …
Recently, I collaborated with a company creating a complex digital ecosystem, which required a multi-tiered marketing and sales approach. There were very specific major corporations that this company needed to engage in launching their product. …
Is It Clear? I recently conducted a strategic planning session with the leaders of a consulting firm who wanted to add a retail component to their company. To clearly understand their vision so I could …
By now, you have probably figured out that developing and using a sales strategy isn’t as simple as determining how much money you want to make. A revenue goal alone won’t get you the long-term …