Recovery Is Part of the Job
For CROs and Heads of Sales who treat "still reachable" as a virtue: why stepping away properly is part of the job, not a pause from it.
Latest
Selling in the Summer Time
Summer slows buyers down. It does not have to slow you down. This is for sales leaders who want to keep the pipeline moving through July and August and not just survive until September.
🚀 GTM Club Newsletter #25: Your Revenue Command
If you cannot align on what ARR, bookings, and run rate mean in your business, you are not running revenue; you are narrating it after the fact. Build a shared revenue dictionary, and you will see where revenue compounds and where it leaks.
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.
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.
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.
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.
Revenue Metrics for Sales Leaders
Bookings, cARR, ARR, MRR, run rate. Used interchangeably, they distort the forecast and reporting. Here is how the KPIs map to seat-based, usage-based, and pay-per-results pricing, and where the misuse usually starts.
Sales Discovery: Close More By Asking Better Questions
Discovery isn’t a checklist before the demo. It’s diagnosis: uncover what’s happening, why it matters now, and what success looks like, both to the business and for the individual. When done well, discovery earns you the right to close.
🚀 GTM Club Newsletter #24: Four Ways to Deploy Executive Presence
Sales leaders sitting in the ivory tower miss deal intelligence, velocity, and trust. Here are four underused growth levers in sales-led GTM that compound when leadership shows up.
Management Handshake Is for Winning Deals, Not Saving Them
For sales leadership, the management handshake too often shows up as a fire extinguisher. By then, the signal has flipped. Here is how to deploy senior weight as an accelerator across the sales cycle and ensure the exec delivers.
How to Run a Customer Event That Drives Growth
Customer events move the pipeline when sales owns the play. Here is how to design an event that drives expansion, strengthens relationships, and turns a room of 30 into a growth engine. For VPs of Sales and CROs ready to stop treating events as marketing's budget line.
Increase Sales
Why Sales Leadership Should Join Sales Calls
Your reps are in customer conversations every day. You are reading CRM updates. That gap between the pipeline report and what actually happens on calls is where leadership loses touch. Here is why VPs and CROs belong in customer contact, and how to make it count.
Increase Sales
F2F Meetings: The Advantage You're Not Using
You hired a local sales team. You pay for local presence. And then you run the same Zoom playbook as your competitor 3 000 km away. Face-to-face is a discovery, retention and expansion weapon most teams have forgotten how to use. Here is how to bring it back.
GTM Club Newsletter
🚀 GTM Club Newsletter #23: Retention Is The Real Revenue Game
You close deals. The team hits targets. And still, revenue is not compounding the way it should. This newsletter explores what could be going on and how to fix it.
Develop a Sales-Led GTM Strategy
Churn Is Like a Bucket with a Hole In It
You're closing deals. The team is hitting targets. But your business still isn't growing as it should. ARR growth stays below expectations. Your issue is probably churn. Here's what to do about it.
Increase Sales
Free Trials in Sales-led Growth
Free trial requests are rarely about the trials themselves. For GTM leadership, here is how to handle free trials and how to measure their success. For sales reps: when to say no, when to say yes, and how to win those opportunities.
Develop a Sales-Led GTM Strategy
Net Revenue Retention Decides If You Actually Have a Business
NRR tells whether your business compounds or just survives. It's the one metric that shows whether existing customers are growing or quietly leaving.
Increase Sales
Land-and-Expand Motions are Now Winning
Land-and-expand is no longer just one growth strategy among others. It's gaining in popularity among B2B tech companies that want predictable, compounding revenue. Here's what it is, how it works, and whether it fits your business.
GTM Club Newsletter
🚀 GTM Club Newsletter #22: Claim Your Competitive Advantage
Building on the earlier positioning discussion, we now take the necessary steps to dominate your chosen market segment. This newsletter provides you with the tools to find and utilise your unique value and selling propositions.
Develop a Sales-Led GTM Strategy
Find Your Competitive Advantage Through "Why Us" Workshops
Unclear value leads to buying on price. Every time. Run these five workshops and give your GTM team the tools to win without discounting.
Guest Blog
Human-Led Sales In an AI-first World
A guest blog from Samia Soussan details why intentional human interaction still drives and wins bigger deals, faster. Even in our AI-first World.
Develop a Sales-Led GTM Strategy
Unique Selling Proposition: Why Only You Can Deliver
Your USP is not the same as your positioning, nor is it your value proposition. It is the one claim only you can make and actually prove. Here is how to build one that holds up in sales conversations.
Develop a Sales-Led GTM Strategy
Structuring Your Unique Value Proposition
Understanding your value makes winning easier and more predictable. Your unique value proposition should combine functional, economic, and emotional value into one sharp competitive advantage that shows prospects exactly why you're the obvious choice.