Marketing Qualified Leads are Worse than Meaningless

If you’re a sales, marketing, or revenue leader, marketing qualified leads (MQLs) are stymying your growth. When running a go-to-market function, many teams break the client journey into three pieces: Marketing retrieves information on people in the market and pursues them, classifying these leads as MQLs if they engage. When an MQL exhibits some characteristics,Continue reading “Marketing Qualified Leads are Worse than Meaningless”

How to Create Effective Accountability

How do you hold people accountable to repeatably deliver business results? Every sales and marketing team I’ve led is characterized by camaraderie, energy, and results. They are highly accountable to each other, to me, and to the business. They take risks and implement innovative ideas, resulting in significant success over time. Many colleagues have askedContinue reading “How to Create Effective Accountability”

Interrogate Your Pipeline; Coach Your People

During pipeline reviews, it’s not enough to perform a brief circuit around the room and ask each seller about their current deals. Instead, the best sales leaders truly interrogate their pipeline to ensure they effectively coach their people. Here’s how: The Power of Interrogating Your Pipeline Sales give your company oxygen. If you know preciselyContinue reading “Interrogate Your Pipeline; Coach Your People”

Savants vs Students: How to Hire a Great Chief Revenue Officer

Companies are increasingly organizing with a Chief Revenue Officer (CRO) role, recognizing that someone should be responsible for every aspect of revenue, including sales, marketing, and customer success. While one could argue this area is the CEO’s job, that structure implies the CEO isn’t focusing on product, strategy, hiring, or managing investors. Keeping the revenueContinue reading “Savants vs Students: How to Hire a Great Chief Revenue Officer”

How to Guide Prospects along their Buyer’s Journey

If your website demands prospective customers sign up for a call or demo before you answer their key questions, you’re pushing buyers away. Buyers don’t arrive at a website asking themselves, “Should I buy this product?” They arrive asking, “Does this solve one of my pressing problems?” Too often, websites push prospects toward a callContinue reading “How to Guide Prospects along their Buyer’s Journey”

5 Signals of Optimized Growth Potential…That Light Up Your Team

If your company is only measuring growth in ARR, it isn’t effectively measuring its growth. Revenue growth is the cornerstone of business success. Your revenue growth rate is your momentum, powering your perception in the market, including your ability to raise money and attract employees. If your growth is suboptimal, people and money are moreContinue reading “5 Signals of Optimized Growth Potential…That Light Up Your Team”

Win More Easily – Stop Drowning Customers in Complexity

In go-to-market messaging, complexity is bad. During a sales meeting, the statement “our product is complex” should raise red flags. You shouldn’t buy from a complex business nor should you sell a complex product. Complexity requires time and effort to understand and incorporate, drastically diminishing a product’s value.  Companies arrive at complexity when they failContinue reading “Win More Easily – Stop Drowning Customers in Complexity”

Urgency: The Difference between a Sale and a Fail

Among prospective customers, urgency is the difference between a sale and a fail. Many people incorrectly assume selling requires creating urgency in the prospective client’s mind. This mindset is both hubristic and harmful: Manipulating someone into altered priorities is a speedy way to make them resent you. In subscription sales, especially, it’s a recipe forContinue reading “Urgency: The Difference between a Sale and a Fail”

Top Four Reasons Revenue Leaders Fail to Achieve GTM Flow

While GTM Flow certainly sounds like a desirable state, achieving it may sound challenging. For the subscription businesses I help, the most common concerns are: “We don’t have time.” “We don’t have to fix our entire process. All we have to do is…” “We already understand our success based on [x] metric.” “Even if weContinue reading “Top Four Reasons Revenue Leaders Fail to Achieve GTM Flow”