Pearls of Wisdom
Check out our Scale Experts’ three top tips and three mistakes to avoid when scaling.
Meet the Scale Experts
Tip 1 – Define your ICP with more detailed attributes
Tip 2 – Follow the five-point value prop matrix
Tip 3 – Measure the right metrics
Mistake 1 – Thinking you have a sales issue when you don’t
Mistake 2 – Not knowing where you are in the business cycle
Mistake 3: Not articulating your value proposition correctly
Tip 1 – Keep it simple
Tip 2 – Invest in revenue operations (RevOps)
Tip 3 – Know what’s normal
Mistake 1 – Forcing 2T3D
Mistake 2 – Believing that ‘my company is different’
Mistake 3 – Not having enough patience
Tip 1 - Devise a clear strategy
Tip 2 - Adapt to the shift early
Tip 3 - Invest in the resources you need
Mistake 1 - Hiring the wrong sales leader
Mistake 2 - Taking too long to make changes
Mistake 3 - Not aligning sales and marketing
Tip 1: Use detailed metrics to show your growth
Tip 2: Love your customers
Tip 3: Get in on RevOps as early as you can
Mistake 1: Tying unit economics too heavily to the revenue team
Mistake 2: Making hiring too complex
Mistake 3: Not testing or certifying new reps during onboarding
Tip 1 - Define a Customer Success charter
Tip 2 - Gain strong executive alignment
Tip 3 - Invest in Customer Success early
Mistake 1 - Focusing too much on top line growth
Mistake 2 - Undervaluing data
Mistake 3 - Ignoring the relationship between the product and customer
Tip 1 – Keep your value prop and ICP fresh
Tip 2 – Keep building momentum (with one eye on the long term)
Tip 3 – Remember it’s all about the people
Mistake 1 – Not building scalable systems & processes
Mistake 2 – Unnecessarily pivoting to new markets or segments
Mistake 3 – Being too conservative on geo-expansion
Tip 1 - Align sales & marketing from the start
Tip 2 - Embrace Sales Navigator
Tip 3 - Think flexibly
Mistake 1 - Focusing on yourselves
Mistake 2 - Leaving marketing too late
Mistake 3 - Going it alone
Tip 1 - Focus on data
Tip 2 - Work out your big five metrics
Tip 3 - Establish a clear path to your end goal
Mistake 1 - Failing to evolve as roles change
Mistake 2 - Not challenging / changing leadership
Mistake 3 - Having siloed departments
Tip 1 - Ensure data integrity
Tip 2 - Nail the basic metrics
Tip 3 - Agree on clear processes
Mistake 1 - Jumping the gun
Mistake 2 - Investing too late in RevOps
Mistake 3 - Playing blind in the market
Tip 1 - Balance customer experience with commercial growth
Tip 2 - Bring in people with the right experience at the right time
Tip 3 - Avoid building silos
Mistake 1 - Not investing in data from the beginning
Mistake 2 - Waiting too long to build a Customer Success team
Mistake 3 - Avoiding processes for fear of losing culture
Tips 1 - Have a robust method to qualify partners
Tip 2 - Focus on impacting the business’ most important metrics
Tip 3 - Execute excellent cross-functional team alignment
Mistake 1 - Not understanding the joint value proposition
Mistake 2 - Not getting commitment on deliverables from the start
Mistake 3 - Trying to partner with companies who ‘fit the bill’ but don’t have the will!
Tip 1 - Get uncomfortably narrow on ICP
Tip 2 - Speak to customers regularly
Tip 3 - Tell a great story
Mistake 1 - Founders not adapting quickly enough
Mistake 2 - Falling for the ‘grey hair myth’
Mistake 3 - Investing in marketing too late
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