How to grow SAAS revenues efficiently

Is the route to growing SAAS revenues efficiently through hiring salespeople? Many SAAS investors, founders and revenue leaders believe that hiring sellers is the pathway to growing SAAS revenues efficiently. In my experience, adding more salespeople without a solid pipeline and proof of product-market fit will increase your burn rate and rarely drive growth. ItContinue reading “How to grow SAAS revenues efficiently”

Need Product Market Fit? It’s all about Urgency

In the world of startups, product-market fit is key to success. It’s the process of matching a product or service with a target market that has an urgent need for it. And no one understands this better than Figma. This tech company had early success by targeting other start-ups. The urgency driver was almost alwaysContinue reading “Need Product Market Fit? It’s all about Urgency”

The Growth Puzzle – Your company is missing its forecasts

Is your B2B company missing its forecasts? Is that derailing strategic planning, board meetings and fundraising? My colleague, Philippe Bouissou, applied his 4 alignment axis model to the question of forecast accuracy, marketing attribution and the role of revops. His answer is misunderstanding of revops, false specificity in attribution and misalignment. The misalignment is betweenContinue reading “The Growth Puzzle – Your company is missing its forecasts”

Four Things the Best Marketing Leaders Know about Sales

The most important partnership driving growth for B2B enterprises is the one between sales and marketing. Partnerships with Customer Success and Product are critical as well for a subscription business (SAAS for example).  But if sales and marketing do not align, the friction can torpedo a company’s growth trajectory. Part two of this series, I’mContinue reading “Four Things the Best Marketing Leaders Know about Sales”

Six Things the Best Sales Leaders Know about Marketing

There is no more important partnership for a B2B company than the one between sales and marketing. These two functions drive much of the growth of the company in tandem with the product team. Their alignment must be exact and often, it just isn’t. The friction from misaligned sales and marketing slows the company, frustratesContinue reading “Six Things the Best Sales Leaders Know about Marketing”

How to Master Empathetic Selling

The short answer – be a human.  Be genuine. Be open. Be curious about another person. Empathetic selling starts with seeing the other person in the conversation without expectation or obligation. The long answer… 2022 (and beyond) will be the dawn of empathetic selling.  The most successful go-to-market teams (sales and marketing) will be knownContinue reading “How to Master Empathetic Selling”