ICYMI: A recap of Q1 2023 at The Revenue Architect

Top posts from the past 3 months

It’s been another great quarter for The Revenue Architect - my subscribers grew 34% and my content was viewed just over 30,000 times!

A huge thank you to you all for reading, sharing with your colleagues, connecting with me on LinkedIn and sending me your feedback. You make writing for you an incredibly rewarding experience! Please continue to share what you find useful and encourage your friends to subscribe.

This week’s newsletter is a recap of the top posts of the past 3 months.

Resources for sales and marketing leaders

1. Why 2023 will be a make or break year for SaaS companies — A dive into the 4 trends driving market consolidation and the strategies that companies need to deploy in order to find growth from existing customers and to find greater efficiency in customer acquisition.

2. How to do a retrospective of your go-to-market efforts — Doing regular retros is an essential way to diagnose the issues holding back growth and efficiency, and having a common framework is essential for getting teams aligned to fix them. This post includes the framework I use and my 40-slide template for doing your own retro.

3. How to use your retrospective to fix the problems in your go-to-market — A two-part series on interpreting the data from your retro to start fixing issues. The first part focuses on new logo acquisition and the second part focuses on growing business from existing customers.

4. How to build your pipeline using warm introductions — A step-by-step guide to building a database of warm connections and a process to enable your AEs generate leads through warm intros.

5. Do we still need SDRs in 2023? — A look at how changes in buyer expectations, declines in response rates, intelligent automation and a focus on efficiency are rendering the SDR role obsolete.

Podcasts with sales and marketing leaders

1. How to sell to decision makers when you can’t get in the room, with Brendan Weitz, co-founder of Journey. Every business purchase involves multiple stakeholders, yet it’s incredibly rare for an AE to get access to all of them. Brendan shares what he’s seeing top enterprise salespeople doing to overcome this.

2. How to lead a winning sales team, with Jen Bennett, SVP Global Enterprise Sales at Trulioo. Jen shares her playbook for leading sales teams, from translating your ICP into a target account list, to getting AEs prospecting through warm intros, to deciding which deals to focus on and why.

3. How to acquire customers more efficiently, with Scott Stouffer, CEO of ScaleMatters. Scott is a master in using data to reduce customer acquisition costs and shares his advice on a range of strategies from why to focus on channel-level performance over multi-touch attribution, to how to use Gong calls to optimize marketing messaging, to why you should make your target market smaller, not larger.

4. How to do category creation (a marketer’s guide), with Andy Singer, CMO of OpenRaven. OpenRaven is building a new category in the cloud security space and Andy shares his advice on what marketers need to do differently, as well as bad habits to kick in the current economic climate.

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