Something is broken in your revenue department ... but you don't know if it's your people, your go-to-market strategy, your marketing, your product, or macroeconomic forces ... or YOU ... and you're running out of time to figure it out. What do you do next?
The average revenue leader today gets only 16 months to solve the Rubix cube known as profitable growth.
Not surprisingly today's revenue leaders are struggling to execute their complex go-to-market strategies, while also successfully educating and aligning with their CEO and their Board. What if I told you there was a way to do all of this, beginning this quarter?
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Most CEOs are 5+ years behind their revenue leader in their knowledge of modern B2B revenue best practices ... so how can you assess their performance, collaborate well, and make the best decisions possible for your company? What if we could make you truly accretive to revenue strategy decision-making in just 180 days?
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With 5-15 portfolio companies, and 20 to 60 Board meetings a year Board members (investors) have no way to separate good revenue leadership from bad. And measuring performance against quota is not a good way to gauge talent or potential. What if everyone could agree on all of the best metrics for YOUR business, AND agree on the story they tell, thereby creating full alignment from the revenue team, to the SLT, with the CEO, and all the way to you, the Board?
WHO ARE YOU ... WHO WHO WHO WHO
The Who
02.
CEOs
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Narrow the widening gap between your own revenue experience and your CRO's expertise
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Reduce CONFLICT and improve COLLABORATION with your CRO - this alone is worth millions of dollars
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Learn the language and get deeper into the profession of modern revenue leadership, while still doing your day job as CEO
Slow down to speed up ... or keep chasing shiny balls ... you have a choice
Building a repeatable, scalable revenue machine in B2B SaaS isn’t about chasing the latest GTM tactics or crafting killer white papers. It’s about constructing a powerful engine rooted in four revenue First Principles: (i) Philosophy, (ii) Process, (iii) Methodology, and (iv) Data Science.
Like any high-performance engine, you must first assemble the essential components and ensure they work in harmony. Only then can you fine-tune it with advanced tactics and strategies. This approach ensures you take the time to optimize performance before hitting the gas pedal.
By adhering to these First Principles, and having the patience to build before blasting-off, you create an efficient, robust revenue engine where the results take care of themselves.
These First Principles also guide the creation of a shared revenue culture across your company. Anything you do before establishing this belief system is simply chasing shiny balls ... and we're not kittens, we're B2B professionals.
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These principles do not change as you move from company to company and market to market; what changes is the context within which you execute these principles - usually determined by your unique human and financial capital limitations. Disciplined, systematic, winning.
Revenue leadership coaching with the tangible deliverables of consulting services, so you can be smarter, and more confident this quarter! Start fast, be analytical, think strategically, act urgently.
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Built BY a revenue leader FOR current and future revenue leaders, and the CEOs and Boards they report to.
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You're not sure what you need or where you should start ... but you're pretty sure something in your revenue division needs fixing, fast.
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Baseline the revenue performance across your business. Then give your stakeholders context with a clear fact-based narrative. Start with data, end with transparency. This isn't personal, it's professional.
Everyone has an opinion when you first get started. Stop guessing and use a First Principles based model to build your revenue division right, the first time.
The knowledge gap between you and your revenue leaders is widening. You need them to be smarter but you also need to understand what they're doing and why. Narrow the gap so you can start contributing to solutions rather than perpetuating problems. The first of many hard truths you'll get here. Believe you can be better? I do.
"Y'all think it's bougie, I'm like it's fine, but I'm tryin' to give you a million dollars worth of game for $9.99." Jay-Z
Who's Justin
I've navigated the never-boring, complex world of B2B SaaS sales for just over 25 years, and during that time I've helped chart the revenue strategies for pre-revenue startups, $30M scaleups, and multi-billion dollar public entities.
However, my journey hasn't just been about deals, quotas, and forecasts; mid-career I served as President for two different private companies in a quest to broaden my exposure to other areas of business, to test my MBA acumen, to test my leadership skills beyond the realm of the sales professional, and to see if I wasn't destined for something more grand than revenue.
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What did I learn? A LOT. I came to learn that there is nothing more important in business than REVENUE. And although I discovered that my business skills did indeed extend beyond the sales division to include operations, finance, and delivery, it was crystal clear that I had a singular passion and curiosity for revenue above every other aspect of a business.
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My career and life philosophies have a few common threads running through them. I believe in pragmatic, fact-based decision-making, the boundless power of curiosity, and I have a streak of contrarianism that drives me to be different.
These threads are interwoven with a commitment to principles, values, and character, which I believe are the true north of effective leadership across any team, in any era. The alchemy of team building holds a special place in my ethos; it's the secret sauce that transforms solid strategy into stellar success.
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I'm a believer in the limitless potential of every individual, and I persistently view my friends, family, and colleagues through this lens. It's no surprise then that I find an unmistakable energy in helping others shatter their perceived limits, guiding them to achievements beyond their imagination. Most days my mission is simple: to inspire, elevate, motivate, and transform the ambitious and even the apathetic into the accomplished.
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This belief in the limitless potential of others emanates from a belief in my own limitless potential. That's why it's such a singular passion for me to enable others, because I'm on my own relentless journey to see how far I can go. I want to know what my true limits are before my time on this spinning orb is over. In 2023 that included the summit of the 8th highest mountain in the world, Manaslu. There will be other tests, and honestly, I've barely scratched the surface.
There are few guarantees in life but I can guarantee I won't stop pushing until there's no more pushing to be pushed. How far are you willing to go?
The two most important days of your life are the day you are born and the day you find out why.
Mark Twain