This is part of my RevCon session on sustainable vs. scalable growth.

RevCon is an annual online conference whereas Revenue geeks meet up. Enjoy this video.

---first part
In this part, I take you through the following:
1) Growth along an S-curve - We are all on the same journey, and we all go through approximately the same stages
2) The Metrics of importance in each stage are different - and they are mapped to changing problems in the market
3) We need a uniform data model that includes the recurring revenue part
4) Based on the uniform data model, we can establish a growth formula that we can use to perform different scenarios.

---second part
When we run different scenarios, we historically see 3 growth opportunities:
1) More leads
2) Win more deals (or bigger deals) against the leads
3) Sell more to existing customers

---third part
In this part, I demonstrate what we need to do in the existing market: Do more with less. And I show the practical impact of two elements that, when combined, cause a 25% increase in growth.
1) Impact of discount on win-rate
2) MArginal gain of a proper sales process on key skills

That packed in this high energy pace - ENJOY!
Jacco.




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We specialize in enabling teams to succeed with Remote Selling. Our roots come from advising and collaborating with high-growth startups and mid-market SaaS companies. We now help global enterprise organizations apply those best practices to achieve sustainable growth. Trusted by 500+ organizations around the world.

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