The Short Shelf Life of a SaaS VP of Sales

VPs of Sales don’t last very long. I’ve heard this before and seen this with my own eyes. *Spoiler – there’s hope. Read on. Jake Dunlap mentioned that he thinks there’s a 0.00% chance they’ll make it 4 years (at a startup) : Jake Dunlap on LinkedIn: Aaron Ross points out that VP of Sales in early stage companies averages just 18 Months!! VP Sales…

7 Horrifying Sales Call Mistakes (Video Below)

If you’re not following Gong’s content online you should start. The thing I love about what they share is the data doesn’t lie. They take thousands of sales calls and identify what works and what doesn’t. This is a repost that’s worth coming back for. Stop making these 7 horrifying sales call mistakes: 1. Feature dumping – The video shows compelling data: a direct correlation…

Top Sales Influencers in SaaS

After our recent Top 10 SaaS Podcasts for a First Time VP of Sales, I figured it was only fitting to include a list of our top SaaS sales influencers, leaders and companies we recommend following. Here’s our unranked list to follow for insights, tips, learnings as well as how to motivate and lead your team. If you’re not following these people and companies –…

9 Point Cheat Sheet for First Time VPs and Aspiring VPs (by Jake Dunlap)

This post by Jake Dunlap focusing almost exclusively on first time VPs (Stretch VPs) and aspiring VPs is too pertinent not to repost. You can find the original article on LinkedIn here. I was sitting at JFK the other day and had a realization – too many sales leaders punish themselves because they feel they aren’t good enough when in reality they are playing a…

Top 10 SaaS Podcasts For a First-Time VP of Sales

As a newly minted Stretch VP of Sales, you’re starving for more content, insights and advice from others that have paved that same path. Also – as a podcast junkie – you crave content you can consume on the road, on the run and in the air. I do to. So… Hoping this can be a resource for others in similar situations, I thought I’d…

Top 8 Ways to Sabotage Your Sales Interview

After talking with a few other SaaS Sales leaders going through this same struggle, we collectively came up with the top things potential candidates do (or don’t) in that first interview, which in turn sabotages themselves from moving forward in the process.

Discovery – The Most Important Stage in Sales

Until both customer and sales rep mutually uncover where the obstacles and hurdles are – the deal is on thin ice. In fact, the discovery process is THE MOST IMPORTANT stage in the sales process. THIS is where the deal is won.

Intro to Stretch VP

Lemkin references a term called “Stretch VP” quite a bit and that immediately resonated with me. I decided to own it. I’m a Stretch VP.