GTM Club Newsletter #25: Your Revenue Command

GTM leader heading out to vacation after setting up himself and his team for success in H2.

Avoid September Chaos By Acting in June

For sales leaders and founders about to head out for summer: the three things worth doing in June so H2 doesn't start with a month lost weeks in the autumn.

GTM lead has just fixed one revenue leak and is now moving to fix the next one.

Fix Revenue Leaks Before They Become a Drag on Your Growth

Revenue leaks don't show up on your standard metrics. They compound quietly across contracts, billing, and follow-up. Here is where sales leadership finds them and what to fix first.

A GTM leader waiting for the CAC payback to happen and profits starting to manifest.

CAC Payback Period is the Metric Sales Leaders Need to Control

The era of cheap capital is over. Now the question is how long each customer takes to pay for themselves. CAC payback period is the metric that answers it, and sales velocity is the mechanism that moves it.

A lack of discounting discipline and governance is a form of self-sabotage.

Discounting Discipline: Protect Your Revenue from Self-Sabotage

The rep wants to close. You approve the 20% discount. At renewal, your customer opens at the same number. Discounting is an easy decision to make, but you carry the consequences with you for a long time. The give/get framework and the approval matrix are tools for avoiding revenue self-sabotage.

You Can't Compound What You Can't Read

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Avoid September Chaos By Acting in June

Fix Revenue Leaks Before They Become a Drag on Your Growth

CAC Payback Period is the Metric Sales Leaders Need to Control

Discounting Discipline: Protect Your Revenue from Self-Sabotage