The Problem with LTV and LTV:CAC
If you're a recurring revenue business, LTV and LTV:CAC may be the most BS metrics you could look at. We break down why and what you should analyze instead.
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The RevOps Weekly
How We Analyze Metrics to Optimize Revenue Growth
The ability to read data and gain the right insights is critical to a revenue leader’s impact and success. Are you just looking at the numbers, or uncovering the real story behind them? Metrics don’t always speak for themselves—here’s how we use data to inform GTM initiatives for our clients.
Continue ReadingOur 7 Frameworks for Optimizing GTM
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
Continue ReadingWe’re Building Something Big…
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
Continue ReadingWhere to Start in GTM and Ops
I’ve been doing some deep and critical work with 3 different CROs in the past month. All new to their role, all in B2B SaaS companies, all sharing similar challenges. Here's a breakdown of how we approach and prioritize our work with them.
Continue ReadingHow to Drive Real Revenue Through Salesforce
CROs almost always make this mistake: Thinking a Salesforce cleanup will drive revenue. In reality, you're only making more busywork that will have to be redone every 2-3 years, with zero impact on helping reach revenue goals. Here’s another option: using Salesforce to drive real revenue.
Continue ReadingData Driven Sales Coaching
The best sales organizations arm their leaders with data that pinpoints where each rep can improve. Here's how they do it.
Continue ReadingThe SDR Role is Dead
The SDR role as we know it is dead. It's completely unsustainable. But that doesn't necessarily mean it's the end for SDRs. Here’s a breakdown of why this is happening and what to do about it.
Continue ReadingWhy Companies Fail with Salesforce
I spent 3 years at Salesforce: 1) Watching customers waste their money and 2) Getting zero impact from their rev tech stack. Here's what I learned.
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