GalleryHiring the Right VP for the Four Different Stages of Your Company’s Growth
Your organization needs the right type of VP of Sales based on the stage of growth of your company. There are four basic types of VP of Sales based on the four stages of […]
GalleryHiring the wrong executive costs a company an average of $3,500,000.
Research shows that companies adept at recruiting enjoyed 3.5 times the revenue growth, and 2.1 times the profit margin, of their less- capable peers.* But does your internal leadership team have the time, capacity, […]
GalleryAre your sales reps giving up too soon?
Statistics show that nearly half of all sales reps fail to follow through with a prospect.
Over 75% of sales occurs after the fourth contact.
If your sales reps are giving up after two or […]
GalleryWhy You Aren’t Hiring Top Cloud Salesmen and What To Do About it
6 Critical Skills of Top Performers
I have interviewed 1000s of sales people over the past 20 years. Hiring good guys for Cloud Computing, Big Data and the other areas is even more difficult. I’ve […]
GalleryWhy Cloud Computing Companies Misfire on Their First VP of Sales Hire
I have spoken to many VCs. Most of them are in sync on one fact: the odds may be against you if you are hiring your first VP of Sales for a SaaS start-up. […]
GalleryOver 65% of Your Cloud Computing Sales Reps Aren’t Doing Their Part! Why?
In my conversations with VPs of Sales – especially those in big data companies and cloud computing companies – a common complaint is that nearly 70% of the cloud sales reps aren’t pulling their […]
GalleryWhy You Haven’t Hired the Right VP of Sales for Your Cloud Computing Company and What To Do About It
I have talked with many CEOs who are looking to hire a VP of Sales. Finding the ideal fit for your organization, and avoiding a mis-hire, can be challenging. That is one of the […]
GalleryDouble Your Cloud Computing Startup’s Sales in 90 Days With the Right VP Sales
Most CEO’s, Presidents of Cloud companies that I have talked with don’t know how to do this – but it can be done. I’ve spoken to several C level executives that have accomplished it. […]
GalleryAre Your Sales Reps “Coachable”?
From interviewing and managing 1000s of salespeople over 20 years I have interviewed for activity levels, self-starter, integrity, confidence, charisma, determination, thick skin, a positive attitude – all great qualities, but one thing I […]
GallerySaaS Companies: When to Say Yes or No to Merger & Acquisition Offers
Mergers and acquisition (M & A) offers can be tempting, but how do you know when to say ‘yes’ and when to say ‘no’? Accepting the wrong offer at the wrong time can be […]
GalleryWhy You Aren’t Hiring Cloud Computing Sales Leaders and What To Do About It
9 Qualities of a Great Cloud Sales Leader
I have talked with hundreds of cloud computing executives about challenges they face when hiring Sales leaders. There is a huge difference between being a leader and […]
GalleryWhy You Must Train Your Salespeople on Cloud Computing Education Strategy
The number one challenge that came up In a survey that I did from talking with several hundred Cloud Computing Vice President of Sales was how to implement a strategy that would educate the […]
