Mike Heilmann is a Revenue Operations and Sales executive with two decades of experience scaling revenue organizations from zero to several hundred million dollars at companies like Demandbase and StrongView. 

In this episode of Good Revenue, host Neeta Bidwai and Mike cover:

• The ‘Wild West’ phase in startups and the transition to scalable, structured processes.

• Importance of writing clear and comprehensive instructions for new hires.

• Challenges at the $100 million revenue mark, including reorganizing different business units for better customer experience.

• Building sales playbooks and maintaining relevance to the sales team’s real-world needs.

• The critical role of humility and adaptability for executives transitioning between companies.

• Necessity of focusing on the customer experience for growth.

• Advice on annual planning, including starting early and setting realistic goals.

• Problems with overly aggressive growth targets and their impact on the organization.

• The importance of internal synergy between sales and marketing, realistic and collaborative annual planning, and avoiding unqualified leads.

• Challenges of resource management in young, non-profitable companies and the need for realigning goals.

• Buyer behavior changes and its impact on sales and marketing strategies.

• The role of intent data and customer observable behaviors in identifying valuable accounts.

• Balancing long-term and short-term priorities in sales and marketing activities.

• Examples of scrappy marketing tactics during tough economic times.

• The significance of sales and marketing alignment and holding joint accountability for pipeline and revenue goals.

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Where to find Mike:

https://www.linkedin.com/in/mikeheilmann 

Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

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Highlights:

00:00 Introduction and Guest Welcome

00:14 Scaling Revenue: From Startup to Success

01:34 Building a Scalable Sales Machine

03:27 Creating Effective Sales Playbooks

06:04 Navigating Organizational Changes

07:59 Annual Planning and Growth Challenges

18:07 Aligning Sales and Marketing

30:57 Surviving Tough Economic Times

39:47 Final Thoughts and Advice for Executives

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Referenced:

• Strongview: http://www.strongview.com/ 

• DemandBase: https://www.demandbase.com/ 

• ScaledRev: https://www.scaledrev.com/  

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