“These numbers look wrong. Can you take a look?” When you read these words as an ops practitioner, your brain is already swinging into motion with questions: have we seen this pattern before? what exactly is happening? is this still…
When I was building campaigns for OutboundWorks – a company that tried to elevate average SDR behavior to elite levels – one tactic we tried was to automate prospecting steps into groups of steps. We used one set of criteria…
A key problem in every GTM organization is understanding: “what’s happening right now?” Once the team gets that answer, they want to know what will happen next. The best information you have to answer that question is to look at…
It’s the beginning of the month, and the same conversation happens at the beginning of every month, quarter, or year: “how’s the pipeline?” Pipeline is a tricky thing. I’ve heard it described persuasively as a bathtub where the level of…
Photo by Austin Distel on Unsplash It’s almost the end of the month. For those sellers that are on a quarter schedule, it’s not quite the end of the quarter, but by month 2 they need to be able to…
Photo by Edgar Chaparro on Unsplash One of the fastest and best ways to start understanding a dataset is to look at it using a pivot table. Pivot tables are a feature in most spreadsheet applications that summarize data, analyze…
Photo by Daniel Öberg on Unsplash One of the most challenging things thinking about scale in a 0-1m company (or a 1-10m, or a 10-100m) is the difference between where you are right now and the place you’d like to…
Photo by Mauro Gigli on Unsplash Let’s take a look at a common scenario. You are an SDR at a company selling SAAS software to technology companies. You know that some of your prospects are at larger firms and might…
Photo by Kajetan Sumila on Unsplash. I’ve been looking back at the essays I wrote in 2023, and thinking about how they will inform my thinking for this year. One key theme stands out: how do you do more with…
