Become experts in Remote Selling
Use remote selling’s best practices to drive sustainable growth across your organization
GTM Playbook Development Kit
Use these components to build your own sales process
The Impact of Remote Selling on Enterprise Sales
This paper examines the facets of Remote Selling, a method pioneered by Silicon Valley startups to drive hyper-growth sales in the SMB segment, and determines how it can be used by B2B sales organizat ...
The Data Model
The bowtie funnel derives from the traditional funnel laying on its side, with the new funnel as a mirror image. The phases of the new funnel include maintaining impact, a recurring revenue stream and ...
The Mathematical Model
Historically, most of the actions taken in Sales and Customer Success are based on a LINEAR model (for example, to get more results, you need a higher volume of deals, or customers, etc.). As you lear ...
Non-Sequential Sales Process, Part 2: The importance of Micro-Actions
Here we go deeper into some of the key elements we picked up on in part 1 around asynchronous sales processes.
Go To Market Model
This video presents an idea how to structure your marketing, sales and customer success resources.
The role and impact of PLG explained
Following the trends in B2C, we see a growth of the Product Led Growth model in the B2B space. In this video Jacco explains how PLG works, what is the role of PLG, and how PLG impacts other GTM model ...
Business Models for a Scientific Approach to Sales
Sales isn't just about closing deals or finding leads; if you want to do it well, it's far more scientific than that. So let's break it down! Here's the first scientific model that you should understa ...
An Operating Model for Recurring Revenue businesses
There are plenty of sales frameworks out there, but no cohesive operating model for how recurring revenue businesses can achieve sustainable growth. Until now... Watch to learn: - the key principles ...
Customer Success as a Profit Center
WbD Research – Customer Success as a Profit Center