Jacco, you GTM fiend, I love the energy. When we are talking performance metrics, you deal with the benefits internally comparing of our performance (as we get better over time) and externally comparing to the market (benchmarks as the market evolves). Does it make sense to compare performance on a lost/won rate versus to a specific competitor? Any ideas of how to measure sales performance against a specific competitor that may have better than average performance than the overall market? I hope the question is clear. Sorry I could not add any music, but please know that I was humming my favorite tune while writing. Best.
Against Competitor performance is less meaningful as you can not change half of the equation. For example you can do two equally excellent proposals but lose one and win the other. With performance metrics you either want to compare 2 metrics you control. Or 1 static metric, market size can be considered a static metric.
Hi Jacco! Thank you for this great video! Is the "Research Led Growth / Targeting" (~49:28) what you previously covered at ~46:17? Under the "New GTM Approaches" you went into "Content Led Growth" and "Product Led Growth," but I wasn't sure if there's more to "Research Led Growth / Targeting." Thanks again!
About the numbers at 57:30 where did you get the benchmark from? Seems like all is ficitional - but if it is would not be - the benchmark has to come from somewhere (your standard number? or of the market? If market - where should we get this from?) and i do not get the difference to the number you are using to see how your own business is doing... thx
Is there a version of this content targeted at RevOps Analysts? People, who understand statistics, probability, markov models, data mining, etc? I might be a grumpy old nerd, but the delivery could not be further from my needs. Researching a subject is entertaining enough, I do not need a DJ. But I do understand, I am minority. So. Will be there a version delivered in an eye-wateringly boring academic manner for people like me?
Hey Jacco. Great video! One query tough, I noted you talked about the cyclical nature of the model and that clients down go in straight lines (sometimes backwards, but are actually moving forwards), and how CRMs often don’t account for this, which I agree with. However Im unsure where the solution to this is in the SaaS data model? Did I miss it or is there another video to be pointed to? Thanks!
I don’t get why your videos do not get millions of views. This the best channel on sales and more. Thank you!
Amazing. We applied these principles and we tripled our revenue last year! Thank you
Truly the best content available on the entire planet!!!!
Man the way you did that intro made me smile so much - contagious good vibes
This was the best hour I've spent in a long time! So informative yet fun and intelligent, thank you Jacco!
Jocco it’s a Sunday and this is work for me.... loved every minute of your goodness.
Recurring revenue is a result of recurring impact! 👍🏽
Jacco - you need to link your playlists. These tunes are too good.
Amazing your model, Jacco. I bought your books and right now I'm migrating to a data model at my work.
Jacco - your passion is contagious. You get our entire team pumped. We look forward to seeing your video on the mathematical model. Cheers!
Another epic lesson from Jacco the wizard of Saas Sales
Liked the content and the playlist, wish there was in the description the songs that were used!
0 BS detected here! Pure goodness!
Jacco - thanks so much for putting this out into the universe. Awesome content, especially from the 52 min mark!
Your welcome Chris! Cheers Jacco
Excellent information! Thanks so much Jacco!
What an awesome video.. excellent content 😊👏🏼👏🏼
Big fan of your content and methodology (we had Maria and Andy helping us)!
And the best... The music goes perfectly with my morning rowing session!
Jacco, you GTM fiend, I love the energy. When we are talking performance metrics, you deal with the benefits internally comparing of our performance (as we get better over time) and externally comparing to the market (benchmarks as the market evolves). Does it make sense to compare performance on a lost/won rate versus to a specific competitor? Any ideas of how to measure sales performance against a specific competitor that may have better than average performance than the overall market? I hope the question is clear. Sorry I could not add any music, but please know that I was humming my favorite tune while writing. Best.
Against Competitor performance is less meaningful as you can not change half of the equation. For example you can do two equally excellent proposals but lose one and win the other. With performance metrics you either want to compare 2 metrics you control. Or 1 static metric, market size can be considered a static metric.
Jacco, you ARE weird! But in a great and contagious way! I love your approach and how you explain it. Very valuable! Thanks a lot and keep it up!
Hi Jacco! Thank you for this great video! Is the "Research Led Growth / Targeting" (~49:28) what you previously covered at ~46:17? Under the "New GTM Approaches" you went into "Content Led Growth" and "Product Led Growth," but I wasn't sure if there's more to "Research Led Growth / Targeting." Thanks again!
Yup I notice you found the GTM video already. Thanks for the kind words.
Hi Jacco! Thanks for the great content! Are the material (templates) available somewhere? I would love to use them to design a strategy
Yes via www.thescienceofrevenue.com
Just. So. Good. Every time.
About the numbers at 57:30 where did you get the benchmark from? Seems like all is ficitional - but if it is would not be - the benchmark has to come from somewhere (your standard number? or of the market? If market - where should we get this from?) and i do not get the difference to the number you are using to see how your own business is doing... thx
Jacccooooo DJ!!!
Is there a version of this content targeted at RevOps Analysts? People, who understand statistics, probability, markov models, data mining, etc?
I might be a grumpy old nerd, but the delivery could not be further from my needs. Researching a subject is entertaining enough, I do not need a DJ. But I do understand, I am minority.
So. Will be there a version delivered in an eye-wateringly boring academic manner for people like me?
Dj Jacco \o/
Hey Jacco. Great video!
One query tough, I noted you talked about the cyclical nature of the model and that clients down go in straight lines (sometimes backwards, but are actually moving forwards), and how CRMs often don’t account for this, which I agree with. However Im unsure where the solution to this is in the SaaS data model? Did I miss it or is there another video to be pointed to? Thanks!
jajajaj like it
Harris Karen Moore Carol Gonzalez Robert
29:06 Who cares if they do. Haters will just bring more attention to you
You are super weird, but in a good way haha