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Editor’s picks
AI is not just a game-changer; it's the new game in town. Today, I’m diving into how AI is reshaping our skillsets and why revenue leaders need to be[...]
By Matt Childs
When you've been in sales for as long as I have—two decades and counting—you witness all sorts of trends, tactics, and theories come and go. Some are beneficial, some[...]
By Matt Childs
TL;DR The role of SDRs may evolve with the introduction of AI and automation tools. Inbound SDR roles may be more easily automated, while outbound SDR roles may still[...]
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Recent articles
Cross-Functional Collaboration: The Key to Revenue Growth
2024-09-13T16:06:19+00:00By Matt Childs|
In my two decades of working with sales organizations, one thing has become clear—successful companies know how to collaborate across teams. When I say collaboration, I’m not talking about just having a few departments[...]
The Rise of AI SDRs: How Automation is Transforming Sales Outreach
2024-08-31T12:19:25+00:00By Matt Childs|
Imagine this: a sales development representative (SDR) that never sleeps, never gets tired, and never takes a day off. No, it’s not a dream scenario from a sales manager's wish list—this is the reality[...]
Why RevOps is the Glue that Holds Your Organization Together
2024-08-24T12:56:42+00:00By Matt Childs|
As organizations scale and grow, the need for a unified, streamlined approach to revenue generation becomes paramount. Enter Revenue Operations, or RevOps—a role that is much more than a glorified data analyst or process[...]
Navigating the New GTM Playbook: A Guide for CROs and CEOs
2024-08-19T13:50:55+00:00By Mckenzie Hammer|
Remember the days when raising capital was as easy as ordering a latte with oat milk? Interest rates were practically non-existent, and the mantra was simple: “Raise every 18 months and build, build, build!”[...]
More popular articles
In my two decades of working with sales organizations, one thing has become clear—successful companies know how to collaborate across teams. When I say collaboration, I’m not talking about[...]
By Matt Childs
Imagine this: a sales development representative (SDR) that never sleeps, never gets tired, and never takes a day off. No, it’s not a dream scenario from a sales manager's[...]
By Matt Childs
As organizations scale and grow, the need for a unified, streamlined approach to revenue generation becomes paramount. Enter Revenue Operations, or RevOps—a role that is much more than a[...]
By Matt Childs
Remember the days when raising capital was as easy as ordering a latte with oat milk? Interest rates were practically non-existent, and the mantra was simple: “Raise every 18[...]
ARR waterfall reports—sounds like something you'd encounter on a nature hike, right? But no, these reports are less about cascading streams and more about cascading revenue. And if you're[...]
Over the years, I’ve had the privilege of working with countless sales teams, from scrappy startups to established enterprises with $500 million in ARR. One common thread among the[...]
By Matt Childs
I often find myself in the thick of sales meetings, dissecting the numbers, the strategies, and, of course, the deals. But there’s one thing I never overlook: the importance[...]
By Matt Childs
As a sales leader, I’ve come to appreciate the art of working smarter, not harder. In an industry where time is money and goals are everything, finding ways to[...]
By Matt Childs
As we kick off the second half of 2024, the sales landscape is, as always, a mixed bag of thrilling opportunities and nail-biting challenges. Whether you're leading a scrappy[...]
Let’s take a journey back to the days when dinosaurs roamed the earth—well, not quite, but close. Picture this: large, established sales organizations like Salesforce, Oracle, ADP, and their ilk.[...]
By Matt Childs-
AI is not just a game-changer; it's the new game in town. Today, I’m diving into how AI is reshaping our skillsets and why revenue leaders need to be[...]
By Matt Childs 
If there is one thing I've learned over the years, its the fact that in B2B enterprise sales, success isn't achieved in isolation. It's a collaborative effort that requires synchronization[...]
Success in sales is more than just hitting quotas and closing deals—it's about having a robust process, cross-functional alignment, and clear metrics and KPIs. As a Chief Revenue Officer[...]
By Matt Childs
The world of prospecting has shifted dramatically this year alone. Buyers are now inundated with emails, and thanks to the rise of AI, these messages are more personalized than[...]
By Matt Childs
Recently, I had the opportunity to work with a client to re-envision their prospecting programs and improve their outreach to target accounts via their SDRs. This involved integrating ChatGPT[...]
By Matt Childs
In my diverse sales leadership career I have encounter a wide array of sellers. From the high-flying A players to the reliable B players and the struggling C players,[...]
By Matt Childs
When you’re in the thick of the SaaS world, targets can often feel like an insurmountable mountain. The numbers are big, the stakes are high, and every quarter feels like[...]
By Matt Childs
In my over 20 years as a sales leader, I've seen it all—layers upon layers of management, convoluted chains of command, and enough red tape to wrap a gift[...]
By Matt Childs
Alright, enterprise sales leaders, let's talk about something crucial yet often overlooked: the sales team audit. Now, before you roll your eyes at the word “audit” and think it’s[...]
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When you've been in sales for as long as I have—two decades and counting—you witness all sorts of trends, tactics, and theories come and go. Some are beneficial, some[...]
By Matt Childs 
As a VP of Sales in the SaaS world, I bet you’ve had your share of late-night headaches over compensation plans. Your AEs (Account Executives) are likely pounding on[...]
By Matt Childs
Understanding your customers is the cornerstone of a successful business. To effectively meet their needs and exceed their expectations, you need to know who they are, what they value,[...]
If you’ve spent the last two decades (like yours truly) in the thick of sales battles, you know that LinkedIn has become the ultimate battleground for B2B sales. From[...]
By Matt Childs-
TL;DR The role of SDRs may evolve with the introduction of AI and automation tools. Inbound SDR roles may be more easily automated, while outbound SDR roles may still[...]
If you’re anything like me, you've spent countless hours slogging through email lists, crafting the perfect subject line, and agonizing over open rates that wouldn’t budge past 10%. After[...]
By Matt Childs
Have you ever found yourself in a pinch, desperately needing that extra bit of leadership magic to help steer the ship through stormy seas? Maybe you're a little short on[...]
Let's talk about the unsexy elephant in the room: sales leadership. Yeah, I know, sales leadership doesn’t exactly scream “Friday night fun,” but if your company’s sales are more “snooze-fest”[...]
There are two types of sellers in the world: Traditional and Modern. And this is why the Modern Sellers will win in 2024: First, let’s talk about Traditional Sellers. Ah,[...]
As someone who has spent over two decades in the trenches of sales, I've seen countless trends come and go. However, there's one innovation that's not just a passing fad:[...]
By Matt Childs
As a seasoned sales professional with over twenty years of experience in the field, I've witnessed the evolving landscape of sales leadership and the innovative solutions companies are adopting to[...]
By Matt Childs
It's 2024 and the rules of email have changed quite a bit, especially on the technical side. Not setting up your email configurations and outbound prospecting tools correctly will most[...]
Hey there, fellow sales leaders! Let's talk about President’s Club. You know, that traditional yet slightly outdated method of motivating your sales team with lavish trips and fancy rewards[...]
By Matt Childs
The introduction of AI to the sales world has caused so much speculation around what the future of sales will actually look like. Will it eliminate sales jobs? Will[...]
By Matt Childs
As a sales leader myself, I understand the crucial role that effective leadership plays in driving the success of a sales team. Sales leadership is not just about managing[...]
In 2024, the sales leadership landscape is witnessing notable shifts in salary and on-target earnings structures, particularly in the technology industry. The national salary average for an Enterprise Account[...]
By Matt Childs
It’s been said many times lately, there are a number of sales leaders out there that carry around outdated playbooks from the early 2000s. Plays that include a focus[...]
By Matt Childs
For top performing sales leaders, achieving a healthy work-life balance can be a challenge, especially when aiming for high-level positions like VP of Sales. I recently sat down and[...]
By Matt Childs
This one is for all you revenue and financial operations experts out there. We’ll quickly dig into the points to consider and questions to ask when building a sales[...]
By Matt Childs
Watch The Video When your customers are unresponsive to payment reminders or invoices, you have to take proactive steps to address the issue and ensure timely payment. If[...]
By Matt Childs
As the visionary leaders steering the ship, CEOs are tasked with a myriad of responsibilities, none more critical than ensuring sustained revenue growth. However, in 2024's turbulent business landscape,[...]
By Matt Childs
OKRs, or Objectives and Key Results, are a goal-setting framework used by organizations to define and track objectives and their measurable outcomes. The primary purpose of OKRs is to align[...]
By Matt Childs
Building a sales organization from scratch at a technology startup is a multifaceted and strategic endeavor. It's something I've done a number of times over and over again. Once you've[...]
By Matt Childs
The Vice Presidents of Sales plays the most important role in steering organizations toward revenue success. Tracking and understanding key performance indicators (KPIs) is paramount for informed decision-making and sustainable[...]
By Matt Childs
Determining the ROI of incorporating Revenue Operations (RevOps) into your business is a common inquiry for CFOs and CEOs navigating revenue growth. The decision between adding another seller or Account[...]
By Matt Childs
You've decided to implement a Deal Desk at your company and are now looking at the software supporting your operations. The back bone of any revenue operations and successful revenue[...]
By Matt Childs
You've successfully reached product-market fit, bolstered your deal processing capacity by expanding your sales team with additional sellers, and everything appears to be on the upswing. However, the tide turns[...]
By Matt Childs
