Rebels of RevOps: Mallory Lee
In hindsight, Flexport should have invested in sales ops way earlier. Ben recommends a Sales COO position when the company starts to scale
Erik Torenberg • Ben Braverman (Chief Customer/Revenue Officer at Flexport)
“Right now, whoever argues the best in our quarterly meetings can change the strategy.”
Joshua Seiden • Outcomes Over Output
Enter a competent sales rep.
Alex MacCaw • The Great CEO Within: The Tactical Guide to Company Building
Phase 1: Build your rev ops foundation for account-driven GTM
- Step 0: Define ICPS & TAM: If you don’t understand your audience and who you are going after over the next year or so, the rest of this work will be super difficult!
- Step 1.1: Define account tiers : Segment your TAM into 3–4 tiers based on fit, value, and intent to prioritize market
The Shift to Account-Driven GTM
As head of marketing at Gusto I shifted us from "growth at all costs" to profitable growth.
ARR grew 100x in 4 yrs while CAC <12 mos.
Now every company is asked to do the same.
I shared how we did it in a recent talk to @ycombinator & @sequoia founders.
Here's the summary:
Thriving in Changing Markets
joincolossus.comAcquia chose to reverse that. Tom shared their thinking: “We found that our inbound leads are very familiar with our company, our products, and our competitors. Our mentality is to put the best leads in front of our best pipeline generators.” For Acquia, that meant starting reps as outbound prospectors and promoting top performers into the inbound
... See moreTrish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Aaron Ross’s most important insight is this: Most executives think that the way to grow revenue is by adding salespeople. However, most often the main obstacle to growth is not growing the team but generating more leads. Only once you can predict your lead generation can you achieve predictable revenue.