Insights
Insights to help you rethink your go-to-market. Articles that inspire you to build the foundation for a long lasting high performance revenue organisation.
The future of Customer Success
Customer success is evolving rapidly and is quickly taking on revenue ownership.Will it replace sales or marketing? We spoke with Chris Dishman, SVP of Customer Success at Totango Catalyst. Customer success is still in many companies a reactive department, and is...
NWOS 53: How culture impacts revenue performance, with Aga Bajer
We spoke with Aga Bajer, the number 1 culture voice on LinkedIn of how culture impacts sales performance. Spoiler alert… culture is heavily impacting revenue performance. While revenue strategy is setting up the system on what to do to achieve your goals, culture...
The emerging Nearbound GTM motion
Hello there! In designing your revenue strategy, choosing a Go-to-market motion is one of the most fundamental things you will do. And so, I am happy to share with you the conversation I had with Koen Stam from Personio. We cover go-to-market motions, and go deeper in...
Building a world class sales development team
In this blog, we cover the conversation I had with Catherine Olivier around building high performant sales development teams. If you want to listen, or watch the full episode (only 35 mins), then here you have the links: Youtube | Spotify | Apple And with this, let's...
Crafting a comp plan that is perfect for you
Intro: This week I got an interesting comment on a related compensation post on LinkedIn, in which I stated: 2 tips that stood out in building a compensation plan for your sales reps: When you build a comp plan, you really need to think, what are my goals as a company...
Creating your b2b tech sales outbound strategy
How to create the right outbound motion for you in 2024, and why is it so important? Why is it important? Before we start: There is a lot of irrelevant information out there around outbounding that good trusting people are following and have zero results with. As...
The 5 Pillars to nail your revenue strategy in 2024
Whether the "Predictive Revenue Model is Dead" shouts are right, I don't know. I do know that overfunded startups are struggling a lot, cuz adding capacity and “buying market” doesn't work anymore. Hence, the gurus claim we have a broken model. The problem is, that...
Cracking the Revenue Operations Code
There is a new beast in town… it is called RevOps, still better known as Revenue Operations. Although not a novel idea, revenue operations has recently emerged as a key driver for overall revenue success within organisations. RevOps can best be described as the...
The Impact of AI on b2b Sellers
A lot has been written about AI and sales (some even by AI cough 🙂 ), and recently I published another piece here. Recently I had a conversation on the Revenue Strategy Podcast with Micael Oliveira, co-founder of Amplemarket and we went deep how AI will impact the...