Brian Tino

When you are the first sales leader at a company establishing the function, you're going to constantly battle the demands on your time. Personally, I tend to use a mixure...

In my experience, two of important KPIs that most sales teams miss are: Number of purposeful conversations Number of experiments And it makes sense because both of thes...

Good question! Taking a sales function up market in an existing business can be one of the most challenging but lucrative transformations of an organization. Often in the...

Good question! When it comes to motivation, at any stage & maturity of a sales organization, you need to make sure: 1. Purpose - your sales team understands the miss...

Good question! I evaluate every sales candidate who is interviewing to join my team on the same 3 criteria: 1. Sales Skills & Knowledge - key expertise & skills ...

In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency...

Quota attainment & revenue will always the most important outcomes of any sales organization. However, the most mature sales organizations can align on a set of KPIs ...

Personally my favorite interview question, which I ask all of my hires from SDRs/BDRs to Sales Directors, is:"Of everything in your life (professionally, personally, acad...

From my experience, most candidates coming into an interview put their best foot forward and perform well, however, here are some of the most common pitfalls before, duri...

Clarity of expectation setting early on is important as it is the foundation of your relationship with a prospect and the rest of the sales process. When I'm operating a...