Co-Founder & Chief Revenue Officer at Sales Assembly | Developing the GTM Teams of B2B Tech Companies | Investor | Sales Mentor | Decent Husband, Better Father
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Your board wants $30M next year. You closed $23M this year. You added 2 reps. Coolio. Where's the other $7M coming from? Magic? Leadership sets aggressive growth targets without doing the capacity m…
Company announces a new CRO and the sales team immediately starts updating their LinkedIn profiles. They've allllll seen this movie before. Within 30 days, there's a new dashboard. New playbook. New…
Your CSM gets the "Can we reduce seats?" email and immediately starts scrambling for a retention plan. Too late. That customer made their decision 3 months ago when nobody was paying attention. The…
Boeing wrote them a check bigger than their entire ARR. Todd Caponi graced our monthly Executive Revenue Leader Peer Group with his presence last week and shared a framework that separated ICP from…
Your sales leader spends 45 minutes inspecting each ENT deal. That's insane! Walk through a typical inspection: - Manager pulls up Salesforce, scrolls through notes. - Asks about buying committee. A…
Your buyer just asked ChatGPT if your "industry-leading uptime" claim is bullshit. It is. Was on a call with an AE last month who noticed something weird during a demo. Prospect kept pausing to type.…
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