Leading the Leaders

Who leads the leaders? In Mark Roberge’s book – The Sales Acceleration Formula – he references one of the key traits he hires for is coach-ability. I love this. I also feel like as leaders – we too, need to have this same mindset. As coaches ourselves, we need be coachable. WHO and WHERE do we look to for guidance? History has some great examples of wildly…

Never Mistake Activity for Achievement

My dad references this famous quote quite often. In fact, so much so that growing up I originally thought my dad coined the phrase. So who’s the original author? None other than wildly successful and renown National Champion basketball coach John Wooden. The Wizard of Westwood Wooden earned three straight All-America selections as a guard at Purdue University and was named team captain as a…

Castro Is For Closers

I’ve mentioned this in a prior post HERE, but As a VP of Sales there’s a never ending list of things to do, learn and improve on. I also wrote about the fact that as a Stretch VP, I am constantly on the hunt for new content and advice from those that have paved the way in which I can learn from in my role…

Allies to Motivation

(Guest Post by Riley Jensen) When it comes to sales, it seems that there are a myriad of folks willing to tell you how to stay motivated. It seems that bonus money, sales trips, and gifts are the common motivators that are often given as motivators in today’s work place.  Motivation is always a subject when it comes to leaders. How do we motivate Tommy,…

How I use tools like Bear + Notion to Be More Productive

As I referenced in an earlier post, as a VP of Sales (or any leadership role for that matter), you have an endless amount of to do’s, thoughts and digital bookmarks you need to rely on. How do you organize all this and become efficiently productive? After years of stretching and reaching to finding a process that I feel not only saves me time, but…

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…