Make Your SaaS Startup VP of Sales Ready
Early-stage SaaS founders: You’re setting your VP of Sales up to fail by putting them in a hole before they even start. Want to dig them out? Here’s what happen...
Category: Sales
Fundamentals of a Good Sales Meeting
Doing the fundamentals well can be devastatingly effective. With that in mind, I sat down to summarize the basics of a good early-stage sales meeting. My primar...
Startup Sales Part III: Operations
III. Operations The goal of operations is to allocate scarce resources to the highest value uses. This means defining priorities, concentrating resources on tho...
Book Digest: Economical Growth
In Economical Growth, Chris Pham outlines his strategy for creating a top performing sales development team that creates qualified sales leads to pass to accoun...
Book Digest: The New Strategic Selling
Robert Miller and Stephen Heiman’s The New Strategic Selling is a systematic analysis of how to sell to large organizations. The book focuses on positioni...
Book Digest: The Challenger Sale
The Challenger Sale argues that sales is not about building relationships or discovering needs through a set of diagnostic questions. Instead, sales is about te...
Book Digest: What Great Salespeople Do
In What Great Salespeople Do, Michael Bosworth and Ben Zoldan argue that sales is not primarily a rational process. As a result, attempts to discover needs thro...
Book Digest: Hope is Not a Strategy
In Hope is Not a Strategy, Rick Page argues that complex sales require a strategy that goes beyond a well-structured sales call to include efforts to influence ...
Book Digest: Selling to Big Companies
In Selling to Big Companies, Jill Konrath argues that success in closing large accounts is not a matter of making more outreach attempts to more companies or cr...
Book Digest: Economical Growth
In Economical Growth, Chris Pham outlines his strategy for creating a top performing sales development team that creates qualified sales leads to pass to accoun...