Most teams think the answer to growth is simple. Add more. More markets, more products, more layers, more plays. The layer cake approach.
It almost never works.
It adds complexity, drains focus, and breaks what was already working.
In this episode, Toni Holbein and Personio's Koen Stam talk about a better path. Instead of piling on new initiatives, fix the foundation. Improve the things that already drive revenue. Tighten ICP. Narrow focus. Sell better. Enable buyers. Strengthen the ecosystem around you. Document the process so the business does not depend on a few heroes.
Do less. Execute better.
This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform. ZoomInfo gives you high-quality B2B data and sales intelligence on in-market buyers across companies of all sizes, powered by AI-driven automation with integrated outreach tools to help your GTM teams build pipeline and close deals faster.
Check them out at zoominfo.com/revenue-formula
Want to work with us? Learn more: revformula.io
- (00:00) - Introduction
- (04:37) - Addressing the Great Pipeline Starvation
- (07:22) - Challenges of the Layered Approach
- (14:58) - Understanding Revenue Sources
- (19:19) - Data-Driven Decision Making
- (24:36) - The Parking Lot Exercise
- (27:43) - Vanity in Expansion
- (30:28) - Understanding Y our ICP
- (31:43) - Building a Target List
- (34:23) - Enabling Buyers
- (38:51) - Leveraging Ecosystems
- (43:55) - Process Over People
- (48:35) - Final Thoughts and Wrap-Up
