232: How CEOs Should Improve the Buying Process To Scale Revenue

Mary Grothe joins the Predictable Revenue podcast to discuss how CEOs can remove friction from the outbound sales process in order to scale revenue holistically.

Mary is a former #1 MidMarket B2B Sales Rep and CEO of House of Revenue, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 15 companies nationwide.

Highlights include: the two stages of scaling for CEOs (1:55), the importance of narrowing down your ICPs (8:00), how to build your team as you scale (12:35), why you should customize marketing materials for each ICP (15:55), why you should hire salespeople in pairs (17:55), how to use data in your scaling strategy (19:45), the Flywheel approach to outbound sales (23:49), the untapped market most companies are missing (25:29), and what all CEOs looking to scale should do right now (27:55).

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