Yvon & Malinda Chouinard: The Marriage That Built Patagonia’s Legacy
David Gelles released DIRTBAG BILLIONAIRE: How Yvon Chouinard Built Patagonia, Made a Fortune, and Gave It All Away. It is the inside story of Patagonia and its legendary founder, Yvon Chouinard. When I heard of this from my friend, Keith Ferrazzi yesterday, I recalled the influence that the Chouinard’s have had on me since high school.
The One Number: Why Sales Velocity Is Your North Star Metric
You know that feeling when you're driving and suddenly realize you've been watching the speedometer instead of the road? That's exactly what happens when sales leaders get caught up in vanity metrics instead of tracking what actually moves the needle.
Here's what makes sales velocity different: it's not just measuring performance—it's measuring the rate of performance. I worked with a SaaS company celebrating a 40% win rate until we calculated their sales velocity. Six months later, their win rate dropped to 32%, but their sales velocity increased by 67%. Revenue followed suit.
That's the power of focusing on the one metric that actually transforms growth.
Startup SaaS RevOps Hire #1
The $1M Question: When Your SaaS Startup Needs Its First RevOps Hire
Picture this: You're celebrating your first million in ARR when suddenly your CRM starts telling different stories than your marketing dashboard. Your sales team's calling leads "cold" while marketing insists they're "hot." Sound familiar?
The SaaS Sales Enablement Evolution: Where Human Intelligence Meets Digital Precision
The industry's grown up fast. What started as a scrappy alternative to traditional software has become the backbone of modern business—and frankly, it's taught us a thing or two about what really drives revenue growth.
It's about creating a synchronized system where your people, processes, and technology work together like a well-rehearsed orchestra.
Automotive Industry Digital Transformation
The automotive industry is experiencing what I call "compressed innovation" – decades of digital transformation happening in just a few years. The SaaS providers that understand this unique moment and build accordingly won't just ride the wave – they'll help shape the future of mobility itself.
Sales Qualification Process: Essential Criteria for Each Stage of Your Sales Cycle
Wondering how to move prospects through your sales pipeline more effectively? The key lies in establishing clear qualification criteria for each stage transition. From initial lead qualification using the BANT framework (Budget, Authority, Need, Timeline) to closing the deal with properly negotiated terms and conditions, a structured sales qualification process helps your team focus on the most promising opportunities. Discover how to customize qualification criteria to align with your ideal customer profile and chosen sales methodology, ultimately creating a more predictable and profitable sales process.
Boosting Sales Excellence: Why You Should Choose a Sales Enablement Consultant
Choosing and using a sales enablement consultant is the game-changing decision you need to make. Explore how engaging a sales enablement consultant is a transformative journey. Take a look at the most relevant benefits:
Strategic Sales Enablement Transformation Package
Transform your sales organization with our comprehensive sales enablement transformation package designed specifically for forward-thinking sales leaders looking to maximize their 2025 performance. This carefully crafted offering addresses the critical challenges facing sales organizations while capitalizing on emerging opportunities in the evolving sales landscape.
Sales Cycle Stage Drift
Sales cycle stage drift refers to the phenomenon where there is a mismatch or lag between the actual progress of a sales opportunity and its designated stage in the sales cycle. When the criteria for a sales stage or it's expected duration are off, lots of things go awry like sales forecasting, resource allocation and opportunities for closing deals slipping through the cracks…
2023 List of the Best Consultative, Customer-Centric Sales Methodologies (Systems)
As global business consultants specializing in sales and marketing, we understand the significance of choosing the right sales methodologies that prioritize the customer's needs while ensuring the achievement of sales Key Performance Indicators (KPIs) and maintaining employee satisfaction.
These methodologies should be understood and then considered alongside your customer's buying journey.
The Top Ten Biggest Start-Up Sales Challenges
By understanding and addressing these sales challenges, your start-up can better position itself for success in a competitive marketplace. Do any of them resonate with you?
Consultative Selling Training
By understanding and addressing these sales challenges, your start-up can better position itself for success in a competitive marketplace. Do any of them resonate with you? Weigh heavy on your mind?