Growth and Sales Velocity on GTM Secrets

I joined Stephen Lowisz on the GTM Secrets Podcast to discuss the tactical precision required to lead a Go-to-Market organization.

We addressed the often-skewed reputation of PE, shifting the focus to the clarity and urgency that these firms demand. A central theme was the "Rule of 40," a metric that balances profitability and growth to gauge the health of a well-run company.

I shared my framework for "Smarketing" - the essential marriage of sales and marketing under a single revenue leader.

We moved beyond theory to discuss "Sales Velocity," a calculation that tracks revenue per day by factoring in opportunity size, win rates, and sales cycle length.

I also detailed the "Win Creation Waterfall," a method for aligning teams by tracking the precursors to revenue, from MQLs to closed deals.

Effective leadership in these environments requires integrating technology with humanity.

Whether it’s pivoting a product strategy in three weeks during a global shutdown or maintaining weekly "flash reports" for board transparency, success is rooted in clear communication

This podcast previewed some of the strategies I outline in more detail in The CRO’s Guide to Winning in Private Equity.