As a CEO, you’ll always have a role in sales, but that role changes as your company grows and evolves. Understanding when and how to adjust your involvement is critical to your company’s long-term success. Here’s how to navigate your role at each stage of growth....
My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me...
Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A solid foundation ensures a stable structure. The same is true...
In the initial stages of a company, the leadership team does all the selling. But, there comes a time when you realize you can’t continue to grow your business even if all your time is focused on the selling. You need help. You need to hire your first salesperson....
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 this mind-blowing event. I had carefully...
How to kick your sales efforts into high gear Businesses can succeed or fail based on sales. There are a variety of reasons why one company may see sales flourish while another flounders. But in small businesses and entrepreneur-led start-ups, the reasons behind...