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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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  2. #266 Laura Wheeler - KPIs and ROI: Keys to Successful Sales and Scaling Strategies

#266 Laura Wheeler - KPIs and ROI: Keys to Successful Sales and Scaling Strategies

Nov 4, 2024

In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Wheeler.

Having built & lead teams across GTM: sales, operations and enablement, Laura is taking her 16 years of expertise from Tableau & Spekit to early-stage founders. She is COO and co-founder of RVNU (are-vee-in-you) with a company mission to democratize GTM expertise to more founders, improving survival past $20M in ARR.

In today’s episode of Scale Your Sales podcast, Laura Wheeler offers expert insights into proving ROI before going to market and the challenges companies face when scaling without validating product value. We explore the concept of "go-to-market debt," KPI implementation, and the balance between self-service and sales-led strategies to ensure product-market fit. Laura also highlights the future of sales teams, focusing on smaller, more customer-centric approaches.

Welcome to Scale Your Sales Podcast, Laura Wheeler.

 

 

Timestamps:

00:00 Go-to-market debt: Inefficiencies from premature scaling.

04:00 Revenue growth was unsustainable; layoffs ensued.

08:16 Focus on ICP value to prevent churn.

11:04 Balancing sales and self-serve in go-to-market.

13:28 Prioritize mission over accommodating large customers’ demands.

17:34 Identify, nurture future customers for sustainable growth.

19:59 Evangelizing product and retaining or re-onboarding customers.

23:43 Early startups underutilize comprehensive role mapping.

29:04 Balancing startup demands with personal life responsibilities.

30:57 Dolly Parton: advocate, unique, entrepreneur, admired shero.

 

https://www.linkedin.com/in/wheels-revops/

https://www.instagram.com/rvnu.labs/

https://rvnu.co/

 

 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.

 

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Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.