Secure Your Own Mask First You know how on an airplane the flight attendants tell you to secure your own oxygen mask before you help another? Well, developing your team follows the same strategy. Once …
People ask me all the time if they should have a LinkedIn company page. Based on the statistics, the answer is probably, yes, however, there may be some exceptions. Here are some questions you can …
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 …
Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all because every sales leader and account based sales rep …
We all love it when we get a referral. Someone we did a great job for tells others and is more than willing to make an introduction for us. These people come to us more ready and willing to …
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 …
Not all business is good business. Just because a company is in your target market doesn’t mean you want to do business with them. Even if your target market is well-defined, not all the companies …
Develop Yourself As sales leaders, especially when we are also running the company, we need to take time to develop ourselves, even though our lives are crazy busy. We need time to innovate so we can …
You increase your sales. Which is something most of us want to do. Unfortunately, there is misalignment between sales and marketing at most companies. Because of that, there are never enough leads to fill the pipeline full …
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 …