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 ...

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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 ...

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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.

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Go To Market Model

This video presents an idea how to structure your marketing, sales and customer success resources.

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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 ...

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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 ...

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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 ...

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Explaining non-linear sales processes

We are seeing that the classic sequential sales processes, often stage-based processes, no longer accurately reflect the way a client is buying, and as a result we are delaying the buying process.

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