Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
Scaling a B2B tech company isn’t all about getting more revenue. In fact, unpredictable growth can cause a promising company to nosedive by making big bets that it can't follow through on. To scale successfully, you need a repeatable system that allows you to forecast revenue accurately and consistently deliver on value to retain revenue. Many organizations and their leaders struggle with these same questions as they target the next level of growth: How do we keep teams aligned and productive as we grow and add new talent? How do we improve forecasting accuracy and revenue predictability? How do we ensure our strategy translates into measurable board outcomes like higher Average Contract Value (ACV), Annual Recurring Revenue (ARR) growth and reduced Customer Acquisition Cost (CAC)? If you’re leading a SaaS or tech organization, achieving alignment at three levels — executive, cross-functional, and within teams — can be the difference between scaling successfully and stalling out. To explore how alignment impacts your growth goals, we'll draw on the story of how one company, Caveonix, applied these principles to drive measurable results like a 200% growth in ARR, a 30% decrease in average sales cycle length, and a 94% decrease in CAC.
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Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting product, delivery, operations, and finance. Unreliable revenue means falling shortof the expectations of your board and leadership. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. On the Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.
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Categories: Sales Leadership | Sales Messaging | Sales Transformation
The pressure to grow revenue is higher than ever for today's company leaders. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Despite recent economic and cultural shifts, the primary challenge revenue leaders are faced with today is one we've been dealing with for over 20 years as we've helped over 140 unicorns achieve and sustain growth: How can leaders drive company-wide execution that moves the needle on their strategic priorities? The answer is evergreen: alignment. While the customer objections and the tech stack have and will continue to evolve, potentially impacting the behaviors and messaging you must align behind — the enduring truth of building and scaling high-performing organizations is that alignment is the foundation of consistent execution, productivity and revenue.
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Categories: Differentiation | Sales Messaging | Scaling Sales | Unicorn Companies
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any private company – to reach a valuation of $1 billion without an IPO. As a revenue leader, your success is tied to securing growth, increased returns, and higher valuation. So what do unicorns and their leaders do differently that sets them so far apart from the competition?
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Categories: Economic Change | Sales Kickoff | Sales Messaging
The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your revenue teams are setting their goals and habits for the new year, and SKOs and strategy sessions are shifting their approach. The first month or two will be crucial in setting the foundation that will determine your organization’s success this year. Now is the time to lay out a bold strategy and empower your teams to take control of closing bigger deals, stacking pipeline, and driving toward organizational goals. Here are three strategies that leaders are using to start the year strong with a message that delivers ROI and aligns with your broader vision for growth and profitability.
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Categories: Customer Success | Sales Messaging | Scaling Sales
A recent piece by McKinsey notes that 80% of startups who landed Series A funding failed within eight years (n=3164). Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.
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