Category Archives: Building a Sales Team

How to Grow 25% Faster Than Plan in ’15: The Salesforce Live Video with SaaStr, Aaron Ross and Parker Conrad, CEO of Zenefits

The other day Aaron Ross (my co-author of the next volume of Predictable Revenue), Parker Conrad (CEO of Zenefits) and I had a ton of fun talking about Doing Even Better in ’15 on Salesforce Live. It’s very well produced and

How to Grow 25% Faster Than Plan in ’15: The Salesforce Live Video with SaaStr, Aaron Ross and Parker Conrad, CEO of Zenefits

The other day Aaron Ross (my co-author of the next volume of Predictable Revenue), Parker Conrad (CEO of Zenefits) and I had a ton of fun talking about Doing Even Better in ’15 on Salesforce Live. It’s very well produced and

How the VPs of Sales of Talkdesk, Zenefits, Showpad and GuideSpark all Doubled Sales in One Sales Cycle

Just about a year ago, we did a post that proved, at the time, to be somewhat controversial.  That in Just 30 Days, or at least, just one full sales cycle — you’ll know if your VP Sales isn’t going to

How the VPs of Sales of Talkdesk, Zenefits, Showpad and GuideSpark all Doubled Sales in One Sales Cycle

Just about a year ago, we did a post that proved, at the time, to be somewhat controversial.  That in Just 30 Days, or at least, just one full sales cycle — you’ll know if your VP Sales isn’t going to

Your Variable Comp Plans for ’15. You Probably Need More of Them.

Hopefully, sometime over the next few weeks, you’ll finish up your 2015 model and planning.  If not, please try to do it before 12/31 … 🙂 I’m working on this with several companies I am involved with. My #1 suggestion is

Your Variable Comp Plans for ’15. You Probably Need More of Them.

Hopefully, sometime over the next few weeks, you’ll finish up your 2015 model and planning.  If not, please try to do it before 12/31 … 🙂 I’m working on this with several companies I am involved with. My #1 suggestion is

The Second-Timers: Nick Mehta, CEO of Gainsight – “Never Stop Hiring Reps”

One of the most popular posts we did on SaaStr in the past 12 months was “What The Second Time SaaS CEOs Are All Doing.”  What folks who are on their second successful SaaS company are doing better this time.

The Second-Timers: Nick Mehta, CEO of Gainsight – “Never Stop Hiring Reps”

One of the most popular posts we did on SaaStr in the past 12 months was “What The Second Time SaaS CEOs Are All Doing.”  What folks who are on their second successful SaaS company are doing better this time.

How to Hire A Great VP Sales: The Full Video (and Transcript)

Recently in New York I was invited to give the keynote at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up).  It turned out to be a great event, with the maximum

How to Hire A Great VP Sales: The Full Video (and Transcript)

Recently in New York I was invited to give the keynote at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up).  It turned out to be a great event, with the maximum

Inbound or Outbound Sales? The Answer is Yes

There’s a meme, a CommonThink, among certain segments that Outbound Sales is Bad, or at least, a Little Unseemly.  And maybe a lot bit Old School. That we’re in a new world of sales, a new consultative world, where leads

Inbound or Outbound Sales? The Answer is Yes

There’s a meme, a CommonThink, among certain segments that Outbound Sales is Bad, or at least, a Little Unseemly.  And maybe a lot bit Old School. That we’re in a new world of sales, a new consultative world, where leads

Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front, when they

Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front, when they