PinnedHow to 3x your ARR — inside 12 monthsIf you’re a founder that was recently funded there’s a high chance you promised you’d 3x your ARR in the next 12 months. You did that under pressure to get the valuation you wanted in order to minimize dilution. And 3x at series A is just what VCs expect nowadays…5 min read
PinnedGoodbye sales funnels.. ..hello & welcome go-to-market flywheels!It only took the best part of 2 decades, but flywheels are finally ready to replace funnels as best practice in SaaS, Cloud and Marketplace go-to-market teams! The former marriage of convenience between marketing and sales teams has finally flourished into a loving relationship that, when factored optimally, becomes the…6 min read
Jul 29, 2021Aligning Sales Around Founder VisionIt’s the task of every founder to share an inspirational vision of the future on a very high frequency. In early-stage start-ups, often it’s this vision of the future that inspires new employees to join them on their journey rather than take the easier better-paid job in the office a…4 min read
Jul 22, 2021Getting to “Sales Nirvana” — 15 insightsIn the intense and high-stakes world of software sales, “nirvana” is not a term you’ll hear often, if at all. However, it is absolutely possible to reach a state of perfect peace and happiness — even if all mayhem is taking place above and below you. …7 min read
Jul 7, 2021“You’re only as good as your last quarter”As we start a new quarter, the pressure is back on sales teams all over the world. In the classic movie Glengarry Glen Ross, Alec Baldwin who plays Blake, a troubleshooter brought in to shake up the sales team, proudly states: “First prize is a Cadillac El Dorado, second prize…4 min read
Jul 1, 202110 Tips to Increase your Annual Contract Value — part 2This is a continuation from yesterday’s article aimed at helping founders, CEOs, sales leaders and AEs successfully increase annual contract values. ☎️ 5. Never rely on inbound If you’re lucky enough to get a good volume of well qualified inbound leads into your pipeline, count yourself damn lucky! In enterprise SaaS that is highly unusual. Don’t…5 min read
Jun 29, 202110 Tips to Increase your Annual Contract Value — Part 1..Every founder wants to grow from a pussy cat into a lion, sadly the vast majority fail along the way. Often it has nothing to do with the product. A common reason is they fail to achieve a fair value exchange of the product or services they have developed. Whilst…5 min read
Jun 22, 2021Lessons from the Field #1: Donut Boy!Most of my writing on LinkedIn applies to the world of Software as a Service (SaaS) technology sales environments, but I intend this “Lessons from the Field” series to highlight more generic lessons learned on my journey that apply more broadly. My hope is that these lessons are equally applicable…7 min read
Jun 8, 2021Building go-to-market teams: 5 not-so-obvious hiring red flagsWhat is more critical to a fast-growth technology company than effective hiring? When I’m building go-to-market teams, at least 50% of my time is spent on a variety of hiring-related tasks. Once you get to a certain point, which is not long after Product Market Fit, nothing is more important than hiring. To me, hiring should be an “always-on” motion. The best…Saa S5 min read
