Notes from the work.
Field notes and short essays on the senior revenue search, written for the people doing the hiring and the people considering a move. Observational, specific, written one phone call at a time.
-
The perils of perpetual job posts.
What companies see as a sign of strength and high standards, candidates often view as weakness and an inability to execute. What perpetually-reposted job listings actually signal to the people you most want to hire.
Read on -
SaaS CRO tenure averages 18 to 22 months.
Whether it's scaling pressure, misaligned go-to-market strategy, or shifting board expectations, CRO turnover is real. A look at what keeps a top-performing CRO and what replacement actually costs when they leave.
Read on -
Why you didn't get the job, really.
It's not about you. Companies don't hire because someone needs a job or has a great résumé; they hire because they believe someone can solve a problem. A short essay on positioning yourself as the answer.
Read on -
How much is that open territory really costing you?
A $1.2M quota means $25,000 a week in lost revenue while the territory is open. The math behind why a slow sales hiring process costs more than most companies realize.
Read on -
Hiring mistakes: vetting the candidate.
Three questions that determine the success of any senior hire. Can they do the job? Will they do the job? And will they fit the company they're being asked to do it inside?
Read on