The Revenue Formula 7 GTM problems everyone has, and how to fix them (with Eddie Reynolds)
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Oct 3, 2024 Joining the discussion is Eddie Reynolds, a SaaS sales expert specializing in go-to-market strategies for scaling businesses. He reveals seven common pitfalls companies encounter while growing, including the misalignment between sales and marketing and challenges in lead routing. Eddie stresses the importance of strong revenue leadership for success. The podcast also dives into the intricacies of outbound sales amidst economic pressures, the significance of accurate sales forecasting, and the necessity of clean data for effective decision-making.
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Revenue Leadership Prevents Siloed Incentives
- Companies between $10M–$100M often lack a true revenue leader and suffer from siloed incentives.
- Without a CRO, the CEO becomes the de-facto CRO and misaligned teams row in different directions.
Pay Marketing For Revenue, Not Just Leads
- Incentivize marketers on revenue, not just MQLs, to align behavior with business outcomes.
- Eddie splits his marketing manager's comp between inbound revenue and total revenue to drive collaboration.
Fast Response And Senior Reps For Inbound
- Route high-intent inbound leads to the most experienced rep quickly to maximize conversion.
- Prioritize response time: getting back within minutes dramatically increases booking chances.