Pearls of Wisdom

Check out our Scale Experts’ three top tips and three mistakes to avoid when scaling.

Meet the Scale Experts

3 Top Tips

Tip 1 – Define your ICP with more detailed attributes

Tip 2 – Follow the five-point value prop matrix

Tip 3 – Measure the right metrics
Mistakes to avoid

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
3 Top Tips

Tip 1 – Keep it simple

Tip 2 – Invest in revenue operations (RevOps)

Tip 3 – Know what’s normal
Mistakes to avoid

Mistake 1 – Forcing 2T3D

Mistake 2 – Believing that ‘my company is different’

Mistake 3 – Not having enough patience
3 Top Tips

Tip 1 - Devise a clear strategy

Tip 2 - Adapt to the shift early

Tip 3 - Invest in the resources you need
Mistakes to avoid

Mistake 1 - Hiring the wrong sales leader

Mistake 2 - Taking too long to make changes

Mistake 3 - Not aligning sales and marketing
3 Top Tips

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
Mistakes to avoid

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
3 Top Tips

Tip 1 - Define a Customer Success charter

Tip 2 - Gain strong executive alignment

Tip 3 - Invest in Customer Success early
Mistakes to avoid

Mistake 1 - Focusing too much on top line growth

Mistake 2 - Undervaluing data

Mistake 3 - Ignoring the relationship between the product and customer
3 Top Tips

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
Mistakes to avoid

Mistake 1 – Not building scalable systems & processes

Mistake 2 – Unnecessarily pivoting to new markets or segments

Mistake 3 – Being too conservative on geo-expansion
3 Top Tips

Tip 1 - Align sales & marketing from the start

Tip 2 - Embrace Sales Navigator

Tip 3 - Think flexibly
Mistakes to avoid

Mistake 1 - Focusing on yourselves

Mistake 2 - Leaving marketing too late

Mistake 3 - Going it alone
3 Top Tips

Tip 1 - Focus on data

Tip 2 - Work out your big five metrics

Tip 3 - Establish a clear path to your end goal
Mistakes to avoid

Mistake 1 - Failing to evolve as roles change

Mistake 2 - Not challenging / changing leadership

Mistake 3 - Having siloed departments
3 Top Tips

Tip 1 - Ensure data integrity

Tip 2 - Nail the basic metrics

Tip 3 - Agree on clear processes
Mistakes to avoid

Mistake 1 - Jumping the gun

Mistake 2 - Investing too late in RevOps

Mistake 3 - Playing blind in the market
3 Top Tips

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
Mistakes to avoid

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
3 Top Tips

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
Mistakes to avoid

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!
3 Top Tips

Tip 1 - Get uncomfortably narrow on ICP

Tip 2 - Speak to customers regularly

Tip 3 - Tell a great story
Mistakes to avoid

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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