Over the past several years I've talked in-depth with colleagues, friends and family about career progression. A decent chunk of the conversations are triggered because I've been in a management position for many years so that happens to be a natural part of my weekly flow. Another percentage of the convos arise because I've been very fortunate and have worked at 4 companies... Continue Reading →
A few months back I wrote a post on the quotaclimb.com sales blog sharing my personal goal of becoming a VP of Sales. I'm writing today to let you know that I've realized that goal! I'm now about 2 weeks into my new job as Vice President of Sales @ *Blackbird Technologies. I was ready for... Continue Reading →
*This is a guest post from one of the best SE minds I've ever met, Zach Lawryk. He was an early SE hire @ Box and helped us onboard and scale this incredibly important function. He has been in presales, for some of the fastest growing companies and sales teams in history. Starting with salesforce.com, Get Satisfaction... Continue Reading →
*This is a guest post from the man, the myth, the legend Dan O'Leary. He is one of the most well-regarded employees @ Box and serves as the Chief Solutions Architect on the Consulting team, working with our largest and most complex deployments. He also loves cat videos and Funyuns.* Modern SAAS applications are often orders of magnitude easier... Continue Reading →
My goal with this site was to create a place for me to share my experiences in SaaS sales as well as to provide a forum for others to do the same. Today is the first of (hopefully many) posts from other contributors sharing their thoughts and insights. This is a re-post from Russ Thau,... Continue Reading →
Over the past few years I've been fortunate to get to know and incredible business leader and mentor in Dana Stalder @ Matrix Partners. He's seen a lot in his years as a business leader and VC, including working with great companies like Netscape, Paypal, Zendesk, Hubspot as well as a crop of up and... Continue Reading →
Every company needs to face this question multiple times in their life cycle: What is the best way to maximize our growth and how should we build a sales department to capitalize on our market potential? The answer is never simple. The answer will likely change from quarter to quarter, year to year. There is no perfect playbook... Continue Reading →
After one of my first posts an ex colleague of mine, Cam Hardaway, sent a thoughtful question in response. He asked: "In your experience as an IC and people manager, can you elaborate on what tends to energize and create happiness for the people around you?" I replied with the first 5 bullets I thought... Continue Reading →
A few weeks back I wrote a post about hiring and what I look for in candidates in order to build a world class sales team. Consider this a companion piece on the other end of the spectrum, firing. Being in management you'll hear the phrase "Hire Slow, Fire Fast" a ton. While I do... Continue Reading →
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 →
Building, Growing, & Fine Tuning High Performance Sales Teams 