The Revenue Formula

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making.

But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay.

• (00:00) - Introduction
• (02:24) - Data Trust Issues
• (03:56) - Common Data Quality Problems
• (11:27) - Impact of Data Issues on Business
• (14:57) - Manual Data Correction Challenges
• (19:46) - Analyzing Opportunity Age in Salesforce
• (21:10) - Handling Imperfections in Data
• (22:32) - Outlier Management with Advanced Technology
• (25:10) - Building Trust in Forecast Numbers
• (27:45) - Creating a Common Language Across Departments
• (38:51) - Eliminating Friction in Go-to-Market Teams
• (41:44) - The Future of Data Trust and Technology

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Yes, customer success should be a profit center. But for many companies, it's just not.

In this episode, we discuss why that's the case - and why it's not just a quick fix. We do share some tips to make it a profit center though.

• (00:00) - Introduction
• (03:01) - Challenges in Customer Success
• (05:18) - The Reality of Upselling
• (08:22) - Cultural Differences in Sales
• (11:37) - Strategies for Effective Upselling
• (14:37) - Do you have GTM fit?
• (24:13) - Real examples

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The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work?

In this episode, we talk with Anthony who's build quite a few.

• (00:00) - Introduction
• (02:43) - Diving into Growth Modeling
• (11:39) - Challenges and Pitfalls in Growth Modeling
• (16:08) - Understanding Pipeline Needs
• (17:35) - Challenges in Planning and Execution
• (19:49) - Involving the Right People in Growth Planning
• (23:49) - Building a Comprehensive Growth Model
• (27:01) - From Planning to Execution: OKRs and KPIs
• (28:56) - Real-World Growth Model Case Studies
• (39:41) - Final Thoughts and Takeaways

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Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation is creating - and what to do about it.

• (00:00) - Introduction
• (01:20) - SaaS and GTM inflation
• (06:18) - Rising Costs and Business Adjustments
• (09:57) - Understanding Value Pricing in SaaS
• (11:00) - Check your T&Cs
• (13:50) - Using Price Increase Wisely
• (18:54) - Communicating Price Increases to Customers
• (25:11) - Case Study: Effective Price Increase Strategies

Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk with Kyle Coleman about.