Updates

Leadership | Hiring | Marketing | Metrics | Demand Generation | Sales

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 ...
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/ CAC, Cost of Customer Acquisition, Demand Generation, Marketing, Marketing Effectiveness, Metrics, MQLs, Qualified Opportunities, Revenue, sales

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 ...
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/ Accountability, Achievement, Innovation, Leadership, Marketing, Psychological Safety, Risk Taking, sales
Pipelines

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 ...
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/ Buyer Enablement, Forecasting, Leadership, PIpeline Review, Revenue, sales, Sales Coaching
Chief Revenue Officer

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 ...
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/ Chief Revenue Officer, Head of Revenue, Hiring, Hiring Strategies, Leadership, sales

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 ...
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/ Buyer Enablement, Buyer's Journey, Buying Journey, Demand Generation, Demand Generation, Marketing, sales, Website Purpose

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 ...
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/ ARR Growth, Demand Generation, Growth Metrics, Marketing, Metrics, MQLs, sales, Sales Productivity
Elephant on the savannah

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 ...
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/ Buyer Enablement, Differentiation, Leadership, Marketing, Messaging, sales, Simplify
Helping hands

Alignment is a Verb – The Most Important Work for Leaders

Alignment is the most important work of leaders. The moment when a team is aligned, all its members work in ...
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/ Agile management, Aligned Teams, How to align people, Leadership

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 ...
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/ CAC, Demand Generation, Qualifying Sales, sales, Sales Productivity, Urgency

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, ...
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/ Grow revenue, Improving sales, Marketing, Metrics, SAAS Optimization, sales
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