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Do Not Trust Your CAC

Punchy and controversial headline? Check. Muddy acronym to keep amateurs away? Check. Reader hooked for a few leisurely minutes? Check. Great. Let’s start with what CAC stands for. This is…

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12 Podcasts for RevOps Rookies

“So, where do I begin?”, I asked myself.  On my first day here at the office I felt a little lost. Funnels, flywheels, and bow ties were apparently some very…

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3.5 weekly meetings you need to have

This revenue letter was sent on May 18, 2023. Want it in your inbox? Sign up here. As I interview, sell, and talk to people in RevOps and to CROs…

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Getting from data to decision in “boring” companies

This revenue letter was sent on the 4th of May 2023. Want it in your inbox? Sign up here. I recently had a discussion with a RevOps leader of a…

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Why Quarterly Business Reviews are Outdated and Needs an Upgrade

Having run more than 200 quarterly business reviews (QBRs), we know a thing or two about the power of QBRs. There’s a reason we hit 12 quarters in a row…

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B2B Sales Enablement on Steroids

Before we recorded this episode of our podcast The Revenue Formula, I discovered something. It’s called Bravado, and it’s an anonymous sales community.  As you can imagine, the conversation is…

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Is what we’re doing efficient?

This revenue letter was sent 6th of April 2023. Want it in your inbox? Sign up here. Growth at all costs is dead and buried. We live in an efficient…

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Is the tech recession waning?

I recently had a call with a RevOps Leader at a +$200m ARR company, and when we got to the topic of ongoing business, he mentioned something interesting. He said…

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The discount strategy for SaaS that no one uses, but most should.

We’re wired to ask for discounts.  I once read a book encouraging the reader to ask for a discount on the next Starbucks coffee. If asked why, they suggested replying…

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A better way to use Pipeline and PLC

Lately, we’ve been getting a lot of questions on sales calls about pipeline and pipeline coverage and how we deal with that. Each concept has some flaws which is why…