Kyle Lacy’s Post

“Great things are done by a series of small things brought together.” – Vincent Van Gough This philosophy lies at the heart of our latest blog. Discover how small, straightforward strategies can lead to significant improvements in sales execution. It’s all about turning those annual plans into real results, step by step - stay on track and hit your targets. Read more here: https://lnkd.in/dGSX_4yt

It’s time to transition from kickoff enthusiasm to year-long execution. The key to maintaining momentum? A culture of continuous revenue planning, sales forecasting and performance monitoring 🚀 From seed to maturity, our latest blog dives deep into best practices, guiding you on how to keep the annual plan's momentum alive and kicking. Dive in now: https://lnkd.in/eVVCGPAa #continuousrevenueplanning #salesleadership #RevOps #strategicplanning #salesforecasting

Lative can help you with the execution of your sales plans and more... I strong recomend you to read the article!

“In God we trust, all others must bring data.” I love that quote and it befits this post on in quarter sales forecasting and performance monitoring by George Erskine. This is a great guide for sales and revops leaders who want to assess their forecasting and performance monitoring process against industry best practices.

Think about the departments that are typically involved in Go-To-Market (GTM) functions. You probably rattled off sales, marketing, revenue, product, and customer success…but did anyone say “finance?” It’s not likely. Traditionally, finance sees GTM as a cost center; and GTM sees finance as a growth inhibitor. But the intersection of finance and GTM functions is becoming increasingly common - especially in early-stage organizations. It’s less of a tactical department - rather, teams are leaning on finance to help them understand the economics of their decisions. Measuring time to value, understanding the impact of churn, and reducing customer acquisition costs are all things that finance is well-equipped to do. And more importantly, they can tie it back to the holy grail of KPIs - revenue. Lindsay Frey of demandDrive and Alex Diaz-Asper of Tarsus sit down to talk more about this unlikely alignment. They’ll cover: - What’s happening in the world of B2B sales that’s spurred this collaboration - Why this shift is important and the impact it can have on an organization - How organizations can start laying the groundwork for alignment Link to register is 👇 See you there!

Sales dashboards focus on measuring activity when they should be built around strategic impact. Smarter initiatives like these: - Design calendars around circadian rhythms - Align account lists by sellers’ interests & capabilities - Use “swarm selling” - a collective approach to win deals - Get better at writing narratives that don’t look like vendor pitches - Give sellers resources that improve human performance (like sleep) We're halfway through 2024. Isn’t it finally time to elevate the sales profession beyond activity and dive deeper into making an impact? That takes strategic thinking and design. Stuck? This may help: https://buff.ly/3yEtYAM 🐝

Everyone has swapped "sales" for "revenue" recently. Please don't do this in front of your CEO / CFO. (or anyone) Here's why: - Sales is when you sell. - Revenue is when you recognize. "Revenue Intelligence"? If it's for your bookings, that's sales intelligence. "Revenue Forecasting"? If you're adding up pipeline, it's sales forecasting. "RevOps"? Don't get me started! If you can't talk the talk with both interchangeably, with C-Suite and finance, their opinion of you won't be as high as you'd like. Good luck! --- #sales #revenue #forecasting

Last week a CMO told me, “We’re struggling to hit our pipeline goals.” When I asked what their product team was working on, they said, “That’s not really our focus.” That’s a BIG problem. We are winning a ton of deals in enterprise because of our speed of innovation. For example, one of our recent 6-figure deals took 9 months, we had 23 calls, and 19 people in the buying committee. I just looked back at their buying journey and found out we were able to show a new functionality every 3 calls, built 4 things they needed for their POC, and launched a whole new product - our AI analyst Odin. In the end, they said “Other vendors discounted heavily, tried to talk bad about you, and literally did everything to win. But we are choosing you because your product is superior.” Product isn’t just about building software—it’s about driving revenue. Yet, most product teams are stuck: - Playing defense against bugs and customer escalations. - Working without input from sales, marketing, and CS. Overlooked when deals close, even when their work made it happen. In 2025, let’s: - Align product, sales, CS, and marketing on shared revenue goals. - Celebrate product wins just as loudly as sales milestones. - Make product part of the revenue conversation. Because great product = faster revenue growth. It’s time we recognized that.

Garbage in. Garbage out. We’ve all heard this analogy when it comes to customer data (and our diet, too!). We use it to convince customers to completely overhaul their data strategies—often justifying multi-million-dollar investments and significant resource commitments. And they do. Because we all recognize that bad data leads to bad outcomes. But here’s the real question: Why don’t we apply the same mindset to our sales teams? If a seller’s motivations are unclear, misaligned, or stuck on autopilot, how can we expect them to deliver extraordinary results? Here’s the hard truth: 67% of sellers miss their sales targets annually. That’s not just a territory problem—it’s a motivation problem. The Disruptor’s Quadrant is a revolutionary approach to seller enablement. It goes beyond traditional playbooks and processes, focusing instead on connecting sellers to their purpose. Because when sellers understand their “why,” they don’t just hit quota—they crush it. I'm Tania Doub, founder and CEO of Mindful Quadrant. We elevate sales performance by connecting sellers to their why. Interested in brining this energy to your sales teams, message us to learn more. ( Yes, it's a Boston Creme donut 😉 )

Not all revenue moments are created equal. Top leaders look to win these: 1. Monthly forecasting and pipeline calls Your revenue is baked a couple of months before it’s supposed to be recognized. If it’s not showing up now, it won’t miraculously show up later. Review the numbers monthly to answer: Are we doing the right things day-to-day? 2. The lost deal conversation The most powerful thing you can provide the product team is the details around the deal. Conversational intelligence provides the context and color around the impact of a missing feature. This revenue moment helps you become the product team’s best partner and helps you in the long term. 3. “No Decision” is the biggest competition These are rep-driven. The salesperson couldn’t connect to above-the-line people. And if you’re having conversations with people who have no authority and not generating pipeline, you’re probably having the wrong conversations. Want to win more revenue moments? Check out what CROs are saying in this blog: https://bit.ly/3x3MO6D