Here are the areas we covered:
2:02 There are eight startup sales metrics and each one plays a vital role in every startup.
03:15 Revenue DNA is the reflection of your SaaS business in dealing with the startup sales metrics.
06:19 A business architecture is most likely an organism inside a business that dictates the business to move forward as well as help it to propagate.
08:59 It is a big threat in every business startup when people with different job titles and functions are not aligned with the organization’s goal.
15:03 An activation rate helps companies determine how quickly their new users are achieving perceived value.
17:30 The usage rate is the measure of the quantity of a product or service consumed by a user in a given period.
19:41 A monthly recurring revenue is income that a business can count on receiving every month.
20:30 The cost of acquisition is the total expense incurred by a business in acquiring a new client or purchasing an asset while customer lifetime value is how much money will bring your service or brand throughout their entire time as a paying customer.
Here are some of the important parts and the link to the article that we discussed entitled, “Are You Paying Attention to the Right Sales Metrics?”
https://hbr.org/2021/07/are-you-paying-attention-to-the-right-sales-metrics
Executives are responsible for the future value of any business. So, having a useful dashboard of leading indicators that are predictive of the overall health of the revenue stream is a valuable asset. Rather than “measuring to prove” with the typical data found in forecasts, take a rigorous, in-depth look at what could be improved within your sales process. There are likely specific measures of progress that are particularly meaningful to your business, where a healthy revenue stream can be shored up with the right interventions at the right time.
Stay tuned next week where we are going to dig deeper into the world of sales and revenue.
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn