Revenue Governance for CEOs & Investors
The most important measure of value creation for startup and growth stage B2B companies is revenue. The hard truth is many CEOs do not have sufficient visibility and control over their sales operations process.
• Quarterly projections to investors frequently miss to the downside
• Expected deals result in lengthy delays or surprise no decision outcomes
• Sales and marketing approach lacks cohesion and consistency
The promise is made that next quarter will be better, yet that promise is rarely fulfilled. The can always gets kicked.
This channel provides lessons for CEOs and their investors that focus on creating governance around revenue acquisition.
Self Interest
How to think about your sales pipeline
Dealing with Objections
Avoiding Commoditization
The Framing Argument
Characteristics to Look for in Business Development Hires
Hiring a Sales Leader
Are pilots a good idea?
Questions to Ask Customer Success
Troubleshooting Flatlining or Declining Sales
Building a Consumption Mindset
Questions to ask your Sales Team about the Pipeline
Transitioning from Founder Led Sales
Managing Inbound Leads
What is a proposal?
The Purpose of the Product Demo
Building your culture
Time to Value
Interest ≠ Ready
The Third Inflection Point
The Second Inflection Point
The First Inflection Point
Sales Process Inflection Points
You should be our customer
Gatekeeper
CRMs don't help you sell
Orientation demo
Capabilities that matter
Products are sold before the demo
Chasing versus selling