A Practical Guide to Closing More SaaS Deals

I've been managing sales reps for 6 years now and helping them win deals is obviously a significant part of my job. When they succeed, I succeed! There are lots of ways managers go about helping their teams achieve success. One of the most common strategies in SaaS is a periodic event called a "Deal... Continue Reading →

Sales People Are Cheesy. Buzzword Bingo!

Pardon the headline but its often so true. We often catch ourselves sounding like everyone else and using the same jargon over and over again. I was chatting with one of my team members last week about "sales-isms" like sharpen your pencil, cats and dogs, buyers are liars and ABC as referenced in this famous... Continue Reading →

I’m not a VP of Sales.

I'm not a VP of Sales today. I will be a VP of Sales within the next 12 months. Bold statement? I believe in writing your goals down and having conviction in what you set out to do. I don't always attain my goals but I believe writing them down statistically improves the likelihood that I will. My good... Continue Reading →

The Devil Is Here. What About The Boss?

Last week I covered ideas on holdouts for reps here: http://wp.me/p5JlPD-1e Now we talk about how to handle it for the managers! In my opinion the logic behind the holdout concept is pretty much: Holdouts on some number of open opportunities will be allowed in order to ease trick/touchy account ownership transitions (more reps, new segments etc) and... Continue Reading →

Why am I doing this?

I was talking with a mentor recently and he suggested I create a blog. Truth be told I've always wanted to journal more of my ideas and experiences while working in high growth companies here in the silicon valley but it always seemed impossible to have enough to say or enough time to do it. The funny... Continue Reading →

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