Revenue Growth

Whether you're a mature enablement function looking to recalibrate and get back to the basics or a startup without a dedicated enablement resource, these six assets will give you the foundation to drive consistency, efficiency, and impact—without needing a huge budget or a complex tech stack.

When revenue performance deteriorates, the organisational response is remarkably consistent. Pipeline targets are raised. Sales activity is scrutinised. Marketing is asked to deliver more volume. Enablement is tasked with sharpening execution. Pressure is applied at the edges of the system. What is rarely questioned is whether the  revenue model itself  — the way money is monetised, realised, and scaled — is fit for purpose. Yet in many B2B SaaS organisations, the most persis

Strategy answers important questions: who you serve, what you sell, where you compete. But strategy alone does not determine whether revenue is produced consistently, predictably, or profitably. That responsibility falls to the system that sits beneath it. Without architecture, execution relies on individual heroics. Growth depends on effort rather than leverage. When conditions change — as they inevitably do — the system amplifies volatility instead of absorbing it.

When it comes to segmentation, targeting and positioning, you have to discriminate: you have to pick the segments you want to serve. You cannot be all things to all people. 

Traditional sales processes are mapped around funnel stages. The Bow Tie Model reimagines the funnel by visualising the entire customer lifecycle — not just what happens before a deal is signed, but everything that follows.

#WBIGTM Episode 3: Revenue Growth vs Cost Containment with Louis Fernandes & Simon Daniels This week on the  What's Broken in GTM and How to Fix It  podcast I recap his time at the  CRO Connected Summit in East Sussex, including a nice walk in the countryside not ruined by having to play golf! More seriously,  I found the talk on seller productivity by  Gerry Hill  very valuable and recommend following him for more insight. Moving on to this week’s discussion on revenue growt

Unlike some frameworks that only address sales, SPICED was designed to work across the full customer lifecycle — from Sales to Customer Success, from onboarding through to expansion. It blends sales process with qualification logic, without needing a different tool at every turn.

In too many organisations, methodologies become silos. A team might run Challenger training, dabble in SPIN, sprinkle in a bit of MEDDPICC, and declare victory. But without a unified framework to tie it all together, reps fall back on old habits, managers coach inconsistently, and execution becomes patchy.

At its heart, MEDDIC aimed to solve one big problem: "Why are we wasting time chasing bad deals?"

More deals today are dying not because buyers prefer a competitor, but because they’re too overwhelmed, risk-averse, or uncertain to make any decision at all. The JOLT Effect explores the reasons behind this: fear of commission and fear of omission. Discover how to overcome them both in B2B Enterprise Sales

Understanding the differences between TAM and SAM and SOM is crucial for companies to assess their market potential, set realistic expectations with investors, and make properly informed strategic decisions.