Good Revenue 11 | 💥 Why Your Revenue Model Is Broken (And Your Board Is Lying to You) 💸 with Mike Heilmann (Demandbase, StrongView)
Mike Heilmann is a Revenue Operations and Sales executive with two decades of experience scaling revenue organizations from zero to several hundred million dollars at companies like Demandbase and StrongView.
In this episode of Good Revenue, host Neeta Bidwai and Mike cover:
• The ‘Wild West’ phase in startups and the transition to scalable, structured processes.
• Importance of writing clear and comprehensive instructions for new hires.
• Challenges at the $100 million revenue mark, including reorganizing different business units for better customer experience.
• Building sales playbooks and maintaining relevance to the sales team’s real-world needs.
• The critical role of humility and adaptability for executives transitioning between companies.
• Necessity of focusing on the customer experience for growth.
• Advice on annual planning, including starting early and setting realistic goals.
• Problems with overly aggressive growth targets and their impact on the organization.
• The importance of internal synergy between sales and marketing, realistic and collaborative annual planning, and avoiding unqualified leads.
• Challenges of resource management in young, non-profitable companies and the need for realigning goals.
• Buyer behavior changes and its impact on sales and marketing strategies.
• The role of intent data and customer observable behaviors in identifying valuable accounts.
• Balancing long-term and short-term priorities in sales and marketing activities.
• Examples of scrappy marketing tactics during tough economic times.
• The significance of sales and marketing alignment and holding joint accountability for pipeline and revenue goals.
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Where to find Mike:
https://www.linkedin.com/in/mikeheilmann
Where to find Neeta:
https://www.linkedin.com/in/neetabidwai/
Where to find Good Revenue:
https://goodrevenue.io/goodrevenue
https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ
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Highlights:
00:00 Introduction and Guest Welcome
00:14 Scaling Revenue: From Startup to Success
01:34 Building a Scalable Sales Machine
03:27 Creating Effective Sales Playbooks
06:04 Navigating Organizational Changes
07:59 Annual Planning and Growth Challenges
18:07 Aligning Sales and Marketing
30:57 Surviving Tough Economic Times
39:47 Final Thoughts and Advice for Executives
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Referenced:
• Strongview: http://www.strongview.com/
• DemandBase: https://www.demandbase.com/
• ScaledRev: https://www.scaledrev.com/
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