Barrett Hennessey’s Post

Profitable Efficient Growth (PEG) is about predictability. Predictability enables scale and growth and ultimately drives enterprise value. Here are 13 factors that enable predictability: 1. A defined sales process and ensuring your team adheres to it 2. Foundational data infrastructure to measure the customer journey 3. A consistent hiring process to identify top performers 4. Regular 9 box evaluations of your team to maintain a high bar for performance 5. Adherence to a clear Ideal Customer Profile (ICP) to ensure new customers are the right customers 6. Messaging alignment from the moment the prospect hits the website to the moment they engage with Customer Success 7. Consistent demo processes emphasizing the right value-added features for your platform 8. Phased tranched investments into sales and marketing that are proportional to your existing investments 9 Clear measurement of unit economics post-Product Market Fit to ensure you are within allowable boundaries 10. A systematic operating cadence for your business including well-run pipeline reviews 11. Bottoms-up and top-down revenue modeling leveraging waterfall conversions vs. headcount capacity as the key drivers 12. Commercial leaders in sales and marketing that are process oriented and disciplined about consistency 13. An algorithmic customer health score telling you where customers are finding value and triggering interventions to drive them to value over the course of their subscription In the Sales Acceleration Formula, Mark Roberge wrote that predictable revenue comes from - The same HIRING PROCESS leading to  - The same TRAINING PROCESS equipped with - The same SALES PROCESS fed with - The same LEADS Getting to that place requires clear and systematic thinking and is the primary difference between “starting up” and “scaling up” your company.  

Which metric(s) do you use to analyze your Ideal Customer Profile? I was chatting with a start-up CEO going through an ICP analysis. He had 5 performance metrics for 8 key ICP attributes. Sales and marketing leadership were each making their ICP cases based on different metrics. CX had a junior leader who was barely involved in the conversation (a whole different problem!). We ultimately got to a pretty elegant solution: Full-Funnel Expected Value. Meeting-Booked Rate x Win Rate x ASP x Year 1 Renewal Rate This metric spits out: "for every account you touch, how much revenue can you expect to earn one year later?" It takes into account top of funnel (meetings booked), ability to close (win rate), willingness to pay (ASP), and retention (renewal rate). As with any ICP analysis, there is nuance and qualitative consideration, but this is a pretty good way to align an entire revenue org without getting analysis paralysis. What do you think? Helpful metric or did we overengineer this?

🌟 Driving Revenue Success: A Deep Dive into the World of Revenue Operations 🚀 Are you looking to boost your revenue and drive success for your business? 📈 Let's talk about Revenue Operations and how it can make a significant impact on your bottom line! 💰 Revenue Operations is not just a buzzword - it's a strategic approach that aligns your sales, marketing, and customer success teams to drive consistent revenue growth. By integrating data, processes, and technology, Revenue Operations streamlines operations, uncovers actionable insights, and enables more efficient decision-making. In today's competitive business landscape, understanding the world of Revenue Operations is crucial for sustainable growth and success. It's all about optimizing your sales processes, enhancing customer relationships, and ultimately maximizing revenue potential. Join me for a deep dive into the world of Revenue Operations and discover how you can leverage this powerful strategy to propel your business forward. Let's unlock new opportunities, drive impactful results, and transform the way you generate revenue! #RevenueOperations #Sales #Marketing #CustomerSuccess #BusinessGrowth #RevenueSuccess #Optimization #DataDrivenDecisions #UnlockPotential #DriveSuccess 🌱💡 Ready to take your revenue generation to the next level? Let's connect and explore the world of Revenue Operations together! 🤝💼 #LinkedInNetworking

7 ideas to #makingyournumber this year from our CEO to yours. SBI, The Growth Advisory #gtmstrategy #saleseffectiveness #salesenablement 1. Talent 2. Time Spend 3. Sales Process 4. Enablement 5. Coaching 6. Demand Gen 7. Data & Tech https://lnkd.in/gFMTR23K

The old way of running a company involved a sales operation that largely operated by itself: they took leads from the marketing department and attempted to close them, and then accounting and customer success would take it from there. But today’s companies are recognizing the importance of building a holistic #RevenueOperations strategy. By aligning your sales, marketing, account, customer success, and other teams under new #RevOps strategies, you can maximize the performance of all of your teams and increase revenue as a result. But building such a strategy requires a change of thinking – not to mention time and energy from the leadership team. This revenue operations guide will break down the meaning of RevOps, and what it takes to build an effective revenue operations strategy from the ground up. https://hubs.ly/Q02sYlFQ0

🚒🔥 Are you and your team on fire due to competing projects and initiatives? Organisations rapidly get swamped when everything is deemed a priority. This is a typical characteristic of sales-led operating models, where responding to sales pipelines and client demands overshadows everything else. Although customer centricity is a good attribute, it can backfire if commitments are not delivered. A product-led model, on the other hand, proactively anticipates the needs of customers and continuously delivers incremental value through new features and services for users and buyers, often ahead of market demand. By relentlessly focusing on the problem statement and value-driven solutions, best-in-class product companies truly own their roadmaps and effectively steer investments, control spend, and optimize ROI. Check out this article for more information and advice on accelerating growth by transitioning from a sales-led to product-led enterprise. Drop me a line if you'd like to explore how this might help cut through the 'noise' on your desk right now.  #Transformation #OperatingModel #ValueDriven Ross Engelhardt

𝐍𝐞𝐰 𝐁𝐥𝐨𝐠 𝐒𝐞𝐫𝐢𝐞𝐬: 𝐒𝐚𝐥𝐞𝐬 & 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐃𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 We’re excited to launch the first blog in our new series focused on business development! This post dives into the power of sales operations and how it can transform your growth strategy. Key insights include: 📊 The critical role of data-driven decision-making in optimizing sales performance. 🔄 How streamlining workflows can boost team productivity and free up time for high-value tasks. 💡 The importance of aligning sales and business development for long-term growth. Curious to learn more? Check out the full post here: https://lnkd.in/eTS-_xNS #BusinessDevelopment #SalesOperations #GrowthStrategy #DataDriven #ScalingUp

In times of market uncertainty, what can leaders do to ensure their efforts serve buyers — all the while keeping their sales processes and growth efficient? Conversation intelligence (CI) can provide your organization the internal and external insights to drive intelligent decision-making. Learn more about the power of CI and access an exclusive look at how to turn CI insights into results from sales coaching from Mediafly here: https://hubs.ly/Q02JcSXj0 #ConversationIntelligence #SalesTraining #EfficientGrowth

🚀 5 Key Sales Compensation Strategies Sales Ops Teams Can’t Ignore in 2025 💼 As we look ahead to 2025, sales operations teams have a critical role in ensuring that businesses hit those sky-high results to keep the momentum going . Here are five must-dos for sales ops teams to ensure your sales compensation strategy drives performance: 1️⃣ Data-Driven Compensation Plans Leverage AI and sales data to build unbiased, results-driven comp plans that boost performance. 📊 2️⃣ Personalization of Incentives Ditch the one-size-fits-all model. Tailor incentives to team performance, seniority, and region for maximum impact. 🎯 3️⃣ Real-Time Transparency Sales reps demand real-time visibility. Equip them with dashboards that track earnings and performance instantly. 🖥️ 4️⃣ Compliance & Governance Automate compliance at every stage to avoid risks and safeguard your company’s reputation. ✅ 5️⃣ Aligning with Revenue Goals Make sure your compensation plans are tightly linked to revenue targets. Stay agile, stay aligned, stay successful. 🚀 🚀 Outliers C