Sales Quotas by Business Model: The Helpful Framework
Leaders have set the annual revenue plan. Now comes the hard part: translating that top-down number into quotas your team can actually hit. If this process feels disconnected from reality, it likely signals a gap between planning and execution. Research shows that...
What is Demand Generation? Connecting Strategy to Execution
With 70% of marketers reporting their demand gen budgets will increase, leaders need a clear plan to turn that spend into pipeline and revenue. At many companies, demand generation sits apart from sales and RevOps, which creates a gap between awareness and actual...
AI in GTM Strategy: A Framework for Predictable Revenue
With 92% of businesses planning to invest in generative AI, the pressure to adopt is real. Boards expect AI in the plan, sellers want clearer targets, and RevOps teams are exhausted by manual fixes that never stick. And yet, the payoff is not showing up in the...
How to Build a Sales Forecasting Framework That Actually Works
Nearly 8 in 10 sales organizations miss their forecast by more than 10%, a miss that creates operational chaos and misallocated resources. This signals a breakdown in the go-to-market engine that costs companies growth and shareholder trust. Most teams miss because...
