Field notes on scaling revenue.
Before you ask how much you should spend on marketing, answer an easier question: how much are you spending right now? Run the number, even roughly, and keep the result nearby. Further down, we’ll give you a worksheet to download and fill in with more specific...
Customer Acquisition Cost: three months, one number each Sales & Marketing Spend: $___ ÷ New Customers: ___ = CAC: $___ (That's the whole worksheet. Grab a clean copy and fill in your last three months.)Run that division for last month, then run it again for the...
Most founders can tell you their revenue goal for the year without blinking. Ask them how much of their revenue they're committing to go get it, and the room gets quiet. The goal lives in their head, the commitment lives nowhere, and nobody has ever put the two side...
Revenue Scorecard: five numbers, tracked monthly Revenue: $___ · Growth Rate: ___% · Sales & Marketing Spend: ___% · CAC: $___ · ROI: $___ (That's the whole worksheet. Grab a clean copy to track it monthly →)Try filling in those last two boxes before you read on....
Before you read another word, pull your last 90 days and fill this in: Lead Sources — every channel you got a lead from, how many closed, and what they actually generated. (Grab a copy to fill out below) Now look at it sorted by revenue, not by lead count. Is the...
Before you start talking about growth, hiring, marketing budgets, new salespeople, or the next big revenue goal, take a moment to answer a more basic question: Where are you right now? For most founders, this is harder to answer than it sounds. You probably know your...
Josh Sweeney and Taylor Barnes discuss the challenges of sales leadership while sharing ideas, solutions, and experiences.