Categories: Front-line Managers | Sales Leadership | Sales Planning
As VP of Sales, you're instrumental in getting the organization's revenue growth strategy implemented on the sales team. But you can't personally inspect every deal and meet with every seller.
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Categories: Sales Kickoff | Sales Leadership
Why do so many well-funded annual strategy plans stall in the field? It's because they lack an actionable system that turns strategy into consistent execution. Investors are pouring capital into AI and go-to-market expansion, and that spend is under more scrutiny than it's ever been. Across the organizations we work with, five priorities are rising to the top as 2027 plans take shape, each one promising gains in efficiency and profitability in an ever-accelerating business environment. If you've already begun planning for next year, these strategies may look familiar, but strategy alone isn't enough to get them done. You also need a plan for turning these objectives into clear, actionable standards your teams can execute consistently to drive predictable results.
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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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