The market is competitive — especially for highly sought-after roles like the VP of Sales for SaaS startups. Sales turnover is nearly 3X higher than any other industry. Not to mention, it’s one of the hardest roles for startups to fill.

I often talk about this idea of ‘getting caught up in the shiny objects’. It’s one of the biggest reasons startups mishire and where so many salespeople take left turns when they should be going straight ahead. In the SaaS world of fast-paced business, startups, sales, and growth, it’s easy…

I’ve always been a ‘builder’ and have been hired on more than one occasion to be the ‘guinea pig’ to create an enterprise sales function. I absolutely LOVE taking a ball of clay and creating a masterpiece where the business is booming, and my customers are delighted. …

I co-host a community called Thursday Night Sales and created another focused just on careers: Better Together — Acing a sales interview is a topic that comes up ALL the time. Regardless of how much sales experience someone has, it’s fascinating to hear how many people struggle with interview preparation…

Relationships done well and right are the backbone for a long-lived career in sales. And as a sales leader, relationships are mission-critical to what you do daily. Think about the power of relationships for: Hiring Retention Team building The buyer journey Having hard conversations when things get tricky in startups …

What do you think happens when you screw up your VP of Sales hire? If you think it’s just about hiring a quick replacement while everyone goes on their merry ways, you’re in for a rude awakening. I can confidently say that messing up your VP of Sales hire is…

What should you know as a VP of Sales considering a new startup? That the grass isn’t always greener on the other side. Sure, you might be feeling stuck, underutilized, and under-appreciated currently. Maybe you’re up against a resistant Founder and board that won’t implement the changes you need to…

Unless you’ve been sleeping under a rock you know that the sales market is white-hot right now. Hiring well in sales has been a challenge for some time, but it’s a whole new complex ballgame of difficulty these days. In particular, enterprise sales is especially hard. …

You can’t teach people to care and if you don’t, it ALWAYS comes through. Regardless of being a sales leader or sales rep, when you’re…