Go To Market Live

All sales forecasts are not built the same.

So why is it that we see most people tend to focus on only stage-based forecasting?

Depending on the stage of your company, there are better alternatives. 

In this edition of GTM Live, we:

- Lay out 3 clear-cut sources of forecasting
- Explain what you should be running (depending on your scale)
- And go through each forecast’s limitations so you know what to expect

Want to take part in our next Liveshow show? Sign up here: https://growblocks.com/gtm-live/

• (00:00) - Introduction

Net Retention Rate has quickly become the poster child for SaaS growth. Why? It's simple.

The cost of a dollar of new business is extremely expensive. An upsell dollar is typically 1/3 of that cost. That means if you achieve a high NRR, then you have a very cheap way to grow your company.

In this episode, we explore how big players achieve a high NRR, and what tactics you can use to influence the metric.

What do the best athletes, military and product developers in the world have in common?

When it comes to execution, they don't waterfall anything.

Specifically, your product team uses Agile. And we believe your RevOps team should too.

In this episode we talk you through how to use a form or agile for revenue execution, and how it can make you more efficient.

You have an outbound motion, but it's just not working.

Sound familiar?

From identifying the right prospects to managing your resources, there's a lot to think about when running your outbound.

After overseeing more than 40k outbound opportunities over their career, Toni and Ola break down the proper way your motion should run, common problems they see, and how to fix your outbound.

What's a reasonable target for your AEs? What should your Quota to OTE ratio look like? How should they be split?

We're always getting questions like that from both our customers and the community as a whole.

So in this episode of GTM Live, we talk about what you need to consider before you even start, how to set up the perfect plan, and the do's and don'ts along the way. 

At a minimum, a Quarterly Business Review (QBR) is a great way to take stock in how your company is doing, but if you do them right, then QBRs can become a superpower to revenue leaders across the GTM.

In this episode, we’ll talk about why they’ll make you better, what the modern approach looks like, and show you how to run one yourself.

When it comes to predicting revenue, do you and your executive team ever feel like you're flying in the dark? Unsure if the resources you have will get you to target? You know you're off track but not sure why?

A revenue model might just be the answer you're looking for.

In this episode, we break down what exactly we mean by a revenue model, a step-by-step guide on how to build one yourself, and even a walkthrough of a model we've created behind the scenes.

Most frameworks don't work on an operator level. Why? Because most of them are designed with finance in mind and lack execution. So they're not very useful for GTM leaders today.

Learning from those with skin in the game, we break down what a modern GTM framework for the modern revenue operator should look like and how to use it in your revenue engine.