Blog
Revenue Leadership
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
The Coin Flip VP of Sales
A company picked its VP of Sales by coin flip, and 40% of the sales team did not know they were in sales. Why founders hand revenue to whoever loses.
Most sales forecasts are bullshit.
Most sales forecasts are bullshit. Even at the billion-dollar level. Mattel just proved it.
Building an International Sales Team From Scratch: The Order You Cannot Skip
How to build an international sales team without burning the budget. The right order of hires, who comes first, and why most companies hire backwards.
Fractional CRO Explained: What It Is and Why Companies Are Switching to It
What a fractional CRO actually is, how it differs from a consultant or a VP of Sales, and why B2B companies choose it over a full-time hire.
What a Bad VP of Sales Hire Really Costs You
A failed VP of Sales hire does not only cost you the salary. The real bill includes the time, the deals that did not close, and the market you managed to spoil.
When to Hire a VP of Sales, and Why Most Startups Do It Too Early
Hiring a VP of Sales at the wrong time is one of the most expensive mistakes a startup can make. How to know if you are actually ready, or just desperate.
Want to hit quota in a brutal market? Sell harder. The sale is still there.
Well, you have two options. You can say that those are hard times, there's nothing you can do.... And give up. OR You can look at the numbers. A huge.
Quality is beating price. Buyers care less about your discount than you think.
Quality is becoming more important than price to most consumers - the majority rate quality as the most important factor when making purchases compared to.
Robert Herjavec's 5 tips for entrepreneurs, and the one I would pick.
Just in case you DON'T have 3 minutes to listen to Shark Tank's Robert Herjavec (and you SHOULD!), here they are: 1. Look for a problem - and solve it! 2. Ask.
How many questions does it take to close a C-level deal? The data has an answer.
But how many? Is it 10? Is it 20? Well, the answer is surprising - and it's based on 30k sales conversations, examined by an AI. This is true ONLY for C-Level.
Do clients really care if you have worked in their exact industry?
When? Whom to use? A lot of us here are working for different companies, in different sectors, providing various services. How well would a recommendation, or.