How to Build a Culture Around GTM Analysis
Building a culture around GTM (Go-to-Market) analysis turns data from a quarterly exercise into an everyday driver of decision-making. Learn how to embed metric-driven habits into your teams, foster collaboration, leverage the right tools, and create a system of continuous improvement to drive predictable growth.
How to Define Your Bowtie Metrics
If your CRM data is inconsistent and your teams are misaligned, it's time to define and standardize your Bowtie metrics. This article explains how to create clear lifecycle definitions, align your teams, automate tracking, and lay the groundwork for AI-driven insights and predictable revenue growth.
How Do You Define SQA?
Sales Qualified Account (SQA) is a critical checkpoint in your go-to-market journey—but many organizations confuse it with Pipeline or MQA. Learn how to properly define SQA, automate its tracking, and set the foundation for AI-driven sales forecasting.
How Do You Define an MQA?
When sales and marketing don’t agree on what a Marketing Qualified Account (MQA) is, chaos follows—missed handoffs, misreported numbers, and wasted effort. This guide walks you through exactly how to define an MQA based on firmographics, technographics, and meaningful engagement signals. Learn how to align your teams, implement your criteria in Salesforce, and use AI to surface the highest-converting accounts.
How Do You Define a Prospect?
Inconsistent lead definitions are one of the most common—and costly—problems revenue teams face. This article explores how aligning on a clear, shared definition of a prospect can reduce CRM bloat, improve forecasting accuracy, and enhance collaboration between sales, marketing, and customer success. Learn how to standardize prospect criteria using firmographic data, document it in Salesforce, and keep it evolving with your business.
How to Roll Out SPICED So That It Sticks
Implementing SPICED isn’t just about introducing a new framework—it’s about making it part of your team’s DNA. From CRM integration and AI automation to in-depth training and consistent reinforcement, this guide walks you through the tactics needed to embed SPICED across your entire revenue team. Learn how to drive adoption, boost data accuracy, and create measurable business impact.
How to prepare to implement SPICED
Implementing SPICED isn’t just a switch in methodology—it’s a strategic transformation. From team education and CRM readiness to choosing the right level of integration, this guide walks you through key steps for a smooth and impactful SPICED rollout. Whether you’re a startup or a data-driven enterprise, aligning SPICED with your business goals will streamline your sales process and drive scalable growth.
Build vs. Buy for Salesforce Customization: Which is Right for Your Organization?
Choosing between building a custom Salesforce solution or buying a vendor-supported integration is a critical decision for any organization. This article breaks down the trade-offs, including cost, time-to-value, and scalability, to help you make the right choice.
Signs Your Sales Methodology Is Failing
If your sales methodology isn’t delivering, you’ll see stalled deals, frustrated teams, and misaligned customer interactions. This article outlines five key signs that indicate failure—ranging from inconsistent customer data to poor team alignment—and how implementing the SPICED framework can help you fix them.
Join hundreds of the top Revenue Architects
Don't miss out on the latest tips, tools, and tactics on implementing Revenue Architecture.
