Categories: Artificial Intelligence | Sales Kickoff
Is improving AI adoption, impact and outcomes a priority for your 2027 SKO? In this article, we provide detailed breakdowns and planning guides for the following (click to jump to section): How to Use the Sales Kickoff to Improve Adoption of Existing AI Tools How to Roll Out a New AI Sales Tool at SKO How to Prepare Managers to Reinforce AI Adoption and Improve Execution How to Measure Success of AI Adoption After the SKO Keep reading for everything you need to know about planning your 2027 SKO with AI top-of-mind. For more resources on planning a SKO that improves execution and sales performance, check out our Sales Kickoff Planning Resource Guide.
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Categories: Buyer Alignment | Company Alignment | Scaling Sales
Revenue growth is a critical measure of company performance, but growth alone is no longer enough for many B2B sales organizations. Leadership teams are under increasing pressure to prove that the business can grow efficiently, protect margin and convert revenue performance into enterprise value.
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Categories: CRO Best Practices | Customer Success | Revenue Retention and Expansion
Net Revenue Retention (NRR) is an increasingly critical performance metric used by revenue leaders, boards and investors to assess the health of sales organizations. If NRR is becoming a bigger topic in your leadership conversations, it is likely because the business is under pressure to grow more efficiently, protect existing revenue or prove that customers are realizing enough value to renew and expand. Understanding the metric is only the starting point. The real leadership challenge is knowing what NRR reveals about your revenue engine and where your teams may need to operate differently. In this article, we'll break down everything you need to know about NRR for running a sales organization, including the key challenges that impact this metric and how leaders successfully address them to drive stronger growth outcomes. What Is Net Revenue Retention? Net Revenue Retention measures how much recurring revenue a company retains from existing customers over a given period, including expansion, upsell and cross-sell revenue, while subtracting contraction and churn.
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Categories: Company Alignment | Customer Acquisition Cost | Scaling Sales
Customer Acquisition Cost (CAC) was once treated solely as a financial and marketing metric, but now it's also a measure of growth readiness. Leaders are now frequently being asked to answer to this metric and solve for efficiency by boards and investors.
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Categories: Company Alignment | Sales Process | Sales Productivity
The concept of hero selling is not new. Sales organizations have always had top performers, and leaders have always looked for ways to narrow the gap between A-players and B-players. What has changed is the environment. As sales motions become more complex, buying groups expand, and AI-driven offerings introduce new layers of technical and business scrutiny, the distance between elite performers and the rest of the team can grow wider. At the same time, leaders are under increasing pressure to deliver efficient, sustainable revenue growth. Those pressures turn a familiar performance gap into a mission-critical organizational problem.
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Categories: Company Alignment | Forecasting | Sales Leadership | Scaling Sales
Recent research shows that 2/3 of B2B executives say they can't trust their forecast data. Yet, forecasting technology is rapidly advancing — in theory, getting an accurate picture of predicted revenue should be easier than ever.
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