Building a GTM engine can be daunting. Whether you are doing it from scratch, inheriting a broken one or maximizing a working one it is challenging. This is part 2 of a 3 part series on this topic.

Building a GTM engine can be daunting. Whether you are doing it from scratch, inheriting a broken one or maximizing a working one it is challenging. This is part 1 of a 3 part series on this topic.

Judging rep performance without bias can be challenging. Here is a simple and effective framework for weighing performance.

Defining the type of leader you want to be is hard in practice. How can you lead and have influence to effect change? Here are some guiding principles that are helpful.

Every team needs the sellers that bring in the big deals. They help move the company forward and help the team hit numbers. Here are traits I look for.

Building value driven demo’s that are compelling to buyers is hard. Here is a simple framework to follow when building out your demo talk track.

Defining what an AE should be responsible for gives tremendous clarity to everyone. Here are my 4 core traits or pillars I look at when thinking about what an AE should do

Mapping out our sales process aligns resources, operations and functions across your sales org. Take the time to document as a process bible for everyone to follow

The key to any GTM strategy is defining your buyer’s persona. Who you sell to, why do they buy and how do you beat the competition are must haves.

Doing the work before a call to research is invaluable. Take the time to know who you are selling to and potentially why. You’ll deliver a great experience for the buyer and give yourself a competitive edge.

When a deal is going south on you what do you do! Here are a few examples of how to pivot when getting the breakup call from a prospect

Instead of casting a wide net to generate pipeline try to be more efficient. I used this system as a rep while at Zendesk and had tremendous success. I would adopt this strategy sooner rather than later.

Building winning culture is hard as a leader. Here are some basic concepts that could assist

During the fiscal year there are many down periods when sales slow down. Here are some of those dates to be mindful of

Gap planning for your salesforce.com pipeline. What do you do when you have an inflated pipeline and/or are short on our quota

Even the best sellers will come across a deal that stalls out. Here are a few deal strategies to use for a stuck opportunity.