Revenue Growth Blog

Our Perspective on Growth Strategy, Sales Hacking, Marketing Optimization, Talent Planning and More

The Science of Sales & Winning By Design

It is with great excitement that today I announce Winning By Design has acquired Executive Answers. As part of this transaction, I will be joining their amazing team as Partner and be leading the new Austin Office! You can read the Full Press Release here   I...

Launching the Revenue Academy for SaaS Sales

The Second Mouse Principal is the foundational thesis behind Executive Answers' soon to launch Revenue Academy. The concept is very simple, in today's market it is the smarter sales rep that wins. With all studies, indications, and trends showing a declining influence...

The RIGHT directions from the WRONG location will get you LOST

Why an accurate understanding of your current position dictates your ability resolve issues and accelerate revenue growth This weekend I went hiking in the hill country here in Austin, TX. I was prepping my playlist and looking at the map to decide my route when I...

Filling the Startup Growth Gap

The goal of our Growth Agency is to fill the "Growth Gap" which exists after MVP and product market fit for startups and before maturity. It is this critical phase of transition and company maturity where we help. This is when you can no longer wing your sales...

If sales aren’t growing it’s the VP’s fault

Working in sales now for close to 20 years I have heard every excuse, seen raving success, colossal failure and everything in between. I have spent my career learning how to sell and am eternally grateful for some of the great sales leaders and executives I have...

Sales Process

The Science of Sales & Winning By Design

It is with great excitement that today I announce Winning By Design has acquired Executive Answers. As part of this transaction, I will be joining their amazing team as Partner and be leading the new Austin Office! You can read the Full Press Release here   I...

Launching the Revenue Academy for SaaS Sales

The Second Mouse Principal is the foundational thesis behind Executive Answers' soon to launch Revenue Academy. The concept is very simple, in today's market it is the smarter sales rep that wins. With all studies, indications, and trends showing a declining influence...

If sales aren’t growing it’s the VP’s fault

Working in sales now for close to 20 years I have heard every excuse, seen raving success, colossal failure and everything in between. I have spent my career learning how to sell and am eternally grateful for some of the great sales leaders and executives I have...

A New Perspective on SaaS Sales Growth

The New Year is here which means a flurry of activity as companies finalize their GTM plans for the year, set sales quotas, marketing budgets and put together lavish parties... uh, I mean sales kickoffs. But more often than not this year's strategy is a...

Your Pipeline is Like Avocados

The end of the year is here which means sales reps go to sleep dreaming of tanning beachside at club and calculating commission checks, but their pipeline might be rotting right under their nose. As every good sales rep and manager knows "time kills all deals" and so...

Growth Strategy

Filling the Startup Growth Gap

The goal of our Growth Agency is to fill the "Growth Gap" which exists after MVP and product market fit for startups and before maturity. It is this critical phase of transition and company maturity where we help. This is when you can no longer wing your sales...

If sales aren’t growing it’s the VP’s fault

Working in sales now for close to 20 years I have heard every excuse, seen raving success, colossal failure and everything in between. I have spent my career learning how to sell and am eternally grateful for some of the great sales leaders and executives I have...

Leadership, a lost skill of today’s SaaS executive?

Leadership, a lost skill of today's SaaS Executive? Today's business world is overrun with daily examples of fraud, conspiracy, coverups and personal greed. Are the executives of today bankrupt of moral character, integrity and the essential skill of leadership? I...

CARE – A Proven Framework for SaaS Marketing

Catering to today’s hyper-connected, always-on consumers is challenging enough for any company. But when your business operates on a SaaS or cloud-delivery subscriptions you add a whole extra layer of complexity to reaching and satisfying your target market. That’s...

Why you need a Demand Gen Command Center

  If you are like most of the executives I speak with then the current state of your demand generation is pipeline is fuzzy at best. This is certainly not for lack of desire but mostly because of the number of systems and complexity that now make up the demand gen...

Digital Marketing

Why your identity is so important for growth

In the modern market where consumers/buyers/decision makers are actively looking for solutions, it is essential that your brand and corporate value proposition be clear and direct and easily understood from your digital assets and content. If you can't...

CARE – A Proven Framework for SaaS Marketing

Catering to today’s hyper-connected, always-on consumers is challenging enough for any company. But when your business operates on a SaaS or cloud-delivery subscriptions you add a whole extra layer of complexity to reaching and satisfying your target market. That’s...

Why you need a Demand Gen Command Center

  If you are like most of the executives I speak with then the current state of your demand generation is pipeline is fuzzy at best. This is certainly not for lack of desire but mostly because of the number of systems and complexity that now make up the demand gen...

Why I Hate Millennials…

Well, that might be too broad of an indictment. Actually, it’s the self-appointed Millennial “experts” who have designated themselves as spokespeople for a whole generation that I hate. You know the ones I mean. The (self)righteous, regal repositories of generational...

What the Anti-Vaccine Movement Should Teach Us About Marketing

It is impossible for you to be online and not have someone in your network ranting about how bad vaccines are or sharing articles and blog posts outlining all the dangers they pose to your kids. It has reached such a proportion that late night comedy shows are doing...

Demand Generation

CARE – A Proven Framework for SaaS Marketing

Catering to today’s hyper-connected, always-on consumers is challenging enough for any company. But when your business operates on a SaaS or cloud-delivery subscriptions you add a whole extra layer of complexity to reaching and satisfying your target market. That’s...

Why you need a Demand Gen Command Center

  If you are like most of the executives I speak with then the current state of your demand generation is pipeline is fuzzy at best. This is certainly not for lack of desire but mostly because of the number of systems and complexity that now make up the demand gen...

Beware the Demand Gen Tsunami

  I spend my days helping executives improve their marketing and sales results so they can hit their growth targets. The bulk of this time is spent diagnosing and optimizing the demand generation pipeline to align to each companies unique buyer journey. By now if you...

Is Your Sales Approach a “Dead Parrot”?

  In the classic Monty Python “Dead Parrot” sketch, John Cleese enters a pet shop to complain about his dead Norwegian Blue Parrot that he had just purchased the day before. Despite the fact that the bird is clearly deceased and that it had been nailed to its perch,...

B2B Sales is Dead!

Forrester released some new research called  Death Of A B2B Saleman  in which they claim that over 1M B2B salesman will be replaced by the year 2020 with eCommerce. Now I am no prognosticator, but I did stay in a Holiday Inn Express last night, so I feel like one. All...