B2B Sales Coaching 101

Apr 15, 2020 | Best Practices, Sales

When I reflect back on the sales coaching method that I found to be most effective, it really is quite simple. Not surprisingly, it always comes down to the fundamentals. The first thing is activity. There is a baseline of consistent outbound sales activity that your...

Fast Growing B2B SaaS Sales Problem

Feb 14, 2020 | Sales

When a B2B SaaS company grows rapidly and achieves the magical $100M in ARR run rate, they may believe that they don’t have a well-defined and consistent sales methodology. While they may not have a codified sales methodology, they do have tribal sales best practices...

2020 Vision: B2B Sales Predictions

Jan 6, 2020 | Best Practices, Sales

As we B2B sales practitioners and leaders enter a new decade, here are some bold predictions that I envision transforming the B2B sales world: Radically change how sales quotas are derived. According to CSO Insights 2019 World Class Sales Practices Study, only 57% of...

Building Your Professional Brand

Nov 25, 2019 | Sales

If there was just one piece of advice that I would dispense to B2B software sales professionals that are just starting out in their career, it is the following: What is your professional brand that you want to build? How do you want to be remembered by your...

What is Your Sales Discovery Efficiency Rating?

Aug 2, 2019 | Sales

What is your Sales Discovery Efficiency Rating (DER)? It has always been obvious to me that top performing sales reps and sales teams are experts at discovery and discernment. Yet it begs the question, why don’t more companies and sales leaders place an emphasis...