Thanks, MIT Sloan
Earlier this month I received my formal appointment letter from MIT Sloan School of Management, which means I’m an adjunct faculty member co-teaching the Entrepreneurial Sales course for MBA students. I’ve …
Is The SDR Model Overrated?
A popular podcast from Bowery Capital challenged one of the core tenants of the Predictable Revenue model – the SDRs. But is it really overrated?
Forecasting
Everyone’s favorite topic…three ways to roll up your sales forecast
Ask: BDR Compensation
A recent question posted on the AA-ISP Ask An Expert hit on a topic I hear a lot: how to compensate your SDR team.
Sales Metrics: 3 Numbers to Explain Everything
“Do not worry about your difficulties in Mathematics. I can assure you mine are still greater.” – Albert Einstein
Make metrics-driven sales management easy (and light on the math) with these three numbers
How To Screen for My Top Attributes
I recently wrote about the top four traits that I look for when hiring sales reps. It generated a lot of buzz and made me realize that those traits are …
HubSpot Guest Blog: Hiring Reps
Check out my latest post on the HubSpot Sales Blog on the top 4 traits I look for in potential sales reps
HubSpot Guest Blog: Film Room
My recent guest post on the HubSpot Sales blog: how Peyton Manning watches film, and what ever sales rep and manager can learn from it.
A Tale of Two Conference Booths
It was the best of booths, it was the worst of booths. But in the end, it is a far, far better sale that you do, than you have ever done.
Guest post on HubSpot blog
See my latest post on building your sales process, featured on the HubSpot blog