RV119 - Using Data and Customer Insights to Build a Successful 2024 Strategy

Chris Walker hosts weekly Private Coaching Events for Vault Subscribers, which opens with covering important and timely industry observations. 

First, he discusses the concept of Pipeline Sources and how they can be used to drive revenue growth. He explains that instead of looking at internal departments, companies should focus on the buyer's perspective and identify proven buyer journeys that drive revenue. By analyzing data from the past fiscal quarters, companies can determine the paths that lead to high sales velocity and optimize their go-to-market strategy accordingly. Chris also discusses the issue of pipeline inflation and the importance of using a performance-based definition of pipeline. He highlights the core health KPIs for a go-to-market strategy, including total net new closed one revenue, all-bound hero pipeline creation, all-bound hero sales velocity, and marketing ROI or blended marketing CAC payback period. Finally, Chris explores the value of qualitative customer interviews and market research surveys in informing strategy and driving change.