PE - Scaling GTM & Revenue Growth

As the simplest level, here are the fundamental KPIs every Chief Revenue Officer should focus on in Growth PE.   New Logo Sales  / New Customer Acquisition Note: these should be measured per segment / per team / per territory, etc. # of New Business (aka New Logo) Opportunities in…  Read More >

What is signaling to be the *Biggest* impact on SaaS Sales & GTM in the next 5 years? This is not a prediction – it’s something anyone can hear directly from Chris Degnan the CRO at Snowflake. 1. In a discussion with Sam Jacobs (CEO of Revenue Collective/Pavillion) with Chris…  Read More >

Growing Your New Logo Sales The blueprint below is meant to be strategic and is focused on driving growth at PE-Backed companies beyond an average benchmarked industry organic sales growth. Assumptions: Consistent Sales Pillars across Every B2B Company (especially software/SaaS) every B2B SaaS company has many “commonalities” – i.e. Sales Pillars…  Read More >

As the simplest metric, here are the most fundamental 4 “New Logo Sales” KPIs every CRO or a VP of Sales should focus on improving. Increase the # of New Opportunities in the Sales Pipeline Increase the Win Rate Increase the $ASP Reduce the Sales Cycle The CRO has other…  Read More >

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market) and lots of greenfield upside in that TAM. But there is more to the best of Growth-stage SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams…  Read More >

Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” deals/sales rather than expansion sales (i.e. not as much about AM/CS driven renewals or upsells…  Read More >

Assessing Your Sales Force Strength to Identify Upside for Growth As a CRO, you need to know how to audit/assess your overall B2B Sales & Revenue Growth capability and team strength. Typically I start with my simple “People / Pipeline / Process / Performance / Plan” approach. But for a…  Read More >

A couple of years ago I presented at the annual Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). This relates primarily to New Logo / New Customer Acquisition – the The Magic Sales Formula is the “SaaS New Logo Sales Growth Formula”:   Here…  Read More >

In the past, I discussed what companies should include in their “Strategic Plan” which focuses on the “Corporate Strategy“. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft their strategy) – it…  Read More >