From Founder-Led Sales to Scalable Systems: Building a Sales Team That Works
Many startups begin with founder-led sales. Founders know their product best and passionately communicate its value to early customers. However, […]
The Missing Million$
The ‘missing million’ completely changed the tone and energy of the customer conversation, and we sold many deals without even demoing our software. Once we understood the true nerve, and we crafted a pitch that could reliably hit that nerve, we almost always won the deal.”
May I Please Pay You More?
The question then, is how do you get this magical Net Revenue Retention? I spend a lot of time with clients and portfolio companies addressing this specific question, and I always start with the challenge of How can we get our clients to say: “May I Please Pay You More”.
Is Your Revenue Team Rowing In The Same Direction?
Here are some steps to make sure that all members of your revenue organization are rowing together in the same direction:
Looking for the Next Stage in Growth – Follow Your Customers
Kevin is responsible for delivering the next several stages of growth for the Company, and acknowledges that “what got us here….won’t necessarily get us to where we are going”.
The Gears of Growth
We have found that sustainable revenue growth cannot be achieved by hiring a handful of superstars, achieving individual acts of heroism, or by implementing a single hack.