**NEW RESEARCH AVAILABLE**

Sales methodologies don’t stick via training alone.

Why not? The top reasons:

Leadership is not aligned on objectives and measurement
The methodology is often rolled out in a one-time training event, without any ongoing training, coaching, or continuous improvement efforts.
Without measurement and systematic reinforcement in place, commitment wanes.

Instead, and especially in today’s environment of sustainable growth, it is important to architect your growth by design.

In recurring revenue, this means thinking about the components of your GTM team as a ‘revenue factory’ that all must align with each other and using a methodology that enables that alignment.

To that end, we have just released a new actionable research paper, “How to Make a GTM Methodology Stick,” with a 9-step approach to driving impact by getting your new methodology to “stick.” The paper gives specific guidance on how to achieve alignment around objectives and metrics, with a methodical activation plan, and ongoing measurement and coaching.

From this research, you will learn the following:

The difference between a sales methodology and a Revenue Operating Model
Why your GTM org is actually a revenue factory, and what implications that has for leadership in managing the factory
What to look for when choosing a GTM methodology
The key steps to ensure that your chosen methodology actually sticks
How to Design, Operate, and Activate your GTM org as efficiently as a factory

How can you effectively use this knowledge immediately?

Review the 9-step approach. Put your preferred methodologies to the test against the criteria in this paper, and determine if they will accomplish the end goal of complete GTM alignment. Share this research with the rest of your revenue leadership team, and use it as a starting point to discuss where you already have alignment and where the gaps are.

What is new in the Revenue Academy

Workshop: Revenue Leadership Workshop: Companies Moving Upmarket

Collaboration with Pavilion: Many companies are moving upmarket in response to the latest market conditions. With a slow market and a slump in demand, these companies are finding new opportunities by looking at larger enterprise companies as potential customers. Join to learn how to successfully navigate this, along with revenue leadership peers from the Pavilion community.

· When: Thursday, June 22, 9am PST

· Presented by: Dave Boyce (GM of Consulting) & Owen Brewer (Managing Director)

Workshop: Navigating in the Eye of the Storm in 2023

Collaboration with AWS: As the software and SaaS industry continues to evolve, it’s becoming increasingly clear that the days of steady, uninterrupted growth are over. The recent crash in software sales has left many businesses scrambling to adjust their strategies and find new ways to stay afloat.

· When: Thursday, July 6, 3pm BST

· Presented by: Jacco van der Kooij (Founder)

Workshop: How To Realize The Revenue Potential Of Add-On Acquisitions Within A 3-5 Year Holding Period

As part of an M&A activity, there are unique challenges of merging and integrating multiple GTM teams. Join to learn how to use the Recurring Revenue Operating Model to expedite integration and revenue growth from merged or add-on organizations. This session will show you seven best practice blueprints to help investors and operators navigate these post-acquisition go-to-market risks.

· When: Wednesday, July 12, 9am PST

· Presented by: Victor Adefuye (Managing Director)

Workshop: Using an Operating Model in Customer Success

Most SaaS teams are maniacally focused on new logos, while ignoring massive untapped profits that are right there in the existing customer base. But with a cohesive operating model, CS teams can finally reach their potential of driving sustainable growth and profit from the existing customer base. This workshop will show CS leaders and CROs how to set up your CS team to do this.

· When: Wednesday, July 18, 9am PST

· Presented by: Jacco van der Kooij (Founder) & Beth Yehaskel (Revenue Architect)

Workshop: Best Practices for Rolling Out a Methodology to a Scaled GTM Team

Rolling out a new methodology is complex in any case – but the complexity increases when you have a larger team of several different roles, management layers, and varying experience levels. Join to learn insights from how DocuSign was able to do this at scale with a large, distributed team.

· When: Thursday, July 13, 10am PST

· Presented by: John Grispon (Revenue Architect, WbD) & Ian Westbrook (Sr. Director, GTM Process at DocuSign)

Workshop: How to Benchmark your GTM

“Are these results good or bad? How does this compare to what other companies our size are doing?” Comparing against other companies will not bring you the right insights. Instead, you need to benchmark your GTM against your own performance, and you can do this with the Bowtie Data Model. Join to learn directly from the enablement leader at Clari how they were able to do this for their own org.

· When: Thursday, July 20, 10am PST

· Presented by: Fiona Chiu (Growth Architect, WbD) & Sarah Burke Houlihan (VP Revenue Excellence, Clari)

Workshop: Using Gong Trackers to Reinforce a Methodology

The best methodology is one that gets adopted. How do you get your methodology adopted by all of your reps, in the same way? Work it into your process and your toolstack. Join to learn how Dropbox uses the SPICED Framework combined with specific features on Gong to reinforce their methodology for consistent success across their GTM org.

· When: Tuesday, August 1, 9am PST

· Presented by: Walter Velazquez (WbD) & Jen Coleman (Dropbox)

To impact,

The crew at Winning by Design

June 2023: Making Your Sales Methodology Stick

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