Insights on scaling B2B revenue

Practical lessons from working with venture-backed SaaS teams.

Most shared with leadership teams

A few pieces that founders and revenue leaders come back to most.

Leadership

Your first sales leader probably shouldn’t be a CRO

Hiring a CRO too early is one of the most common and costly mistakes in early-stage commercial hiring. Your first sales leader needs to be on live deals, not building org charts - the job is to make founder-led selling repeatable before you scale anything.

Pipeline & Deal Velocity

What Don't You Know About Your Deals?

GTM & Strategy, Demos, General

The Sales v Marketing referee

Leadership

Losing a deal... and a job

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Pipeline & Deal Velocity

3 Jul 2023

Why do early stage companies struggle to hire and retain the right revenue leader?

Early-stage companies often mis-hire revenue leaders. This article examines the structural reasons behind it.

Practical thinking you can use immediately

Tools and insights for improving your revenue engine

Demo Training

Coach winning demos

Discovery Training

Qualify deeper, faster

AE Toolkit

Hire top performers

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