The role of sales and startup leadership in enterprise deals
As someone who has been both an individual contributor and a leader in the startup enterprise sales world, understanding […]
How to Build and Scale Enterprise Sales Teams from Scratch
I talked to a founder recently for an early stage startup with just a handful of clients and a […]
Why Journaling Is My Secret Sauce to Success
I often talk about this idea of ‘getting caught up in the shiny objects.’ It’s one of the biggest […]
What is enterprise sales? Your definition could make or break your success.
Most definitions of enterprise sales sound something like this: “A long sales process involving multiple stakeholders, large deal sizes, […]
What I Refuse to Believe in Sales, Business, and Life…
An executive sales leader that I know well was struggling. No matter what he tried to do, he couldn’t […]
My Top 10 Rules for Negotiation Success
We have a 98% acceptance rate with offers here at ATP –– unheard of in our industry. […]
Enterprise Sales Leadership: Perception vs. Reality
Recently, I had a conversation with a sales leader whose #1 goal was to hire a BDR leader for […]
When To Hire A Sales VP For Your Startup
An SMB-focused company has a growing sales team that is currently led by the CEO. They’d tried hiring a Head […]
Sales is NOT a Necessary Evil: 3 Reasons Why Startup Founders Should Embrace Sales
Pushy, sleazy, manipulative… these are all words I’ve heard when talking to tech founders about sales. Many of them […]
What’s the Cost of Losing a Really Good VP of Sales?
Ready for a wakeup call? “70% of Saas First VP Sales don’t make it to 12 Months. It’s […]