#266 Laura Wheeler - KPIs and ROI: Keys to Successful Sales and Scaling Strategies

In this weeks’ Scale Your Sales Podcast episode, my guest is Laura Wheeler. Having built & lead teams across GTM: sales, operations and enablement, Laura is taking her 16 years of expertise from Tableau & Spekit to early-stage founders. She is COO and co-founder of RVNU (are-vee-in-you) with a company mission to democratize GTM expertise to more founders, improving survival past $20M in ARR. In today’s episode of Scale Your Sales podcast, Laura Wheeler offers expert insights into proving ROI before going to market and the challenges companies face when scaling without validating product value. We explore the concept of "go-to-market debt," KPI implementation, and the balance between self-service and sales-led strategies to ensure product-market fit. Laura also highlights the future of sales teams, focusing on smaller, more customer-centric approaches. Welcome to Scale Your Sales Podcast, Laura Wheeler.     Timestamps: 00:00 Go-to-market debt: Inefficiencies from premature scaling. 04:00 Revenue growth was unsustainable; layoffs ensued. 08:16 Focus on ICP value to prevent churn. 11:04 Balancing sales and self-serve in go-to-market. 13:28 Prioritize mission over accommodating large customers’ demands. 17:34 Identify, nurture future customers for sustainable growth. 19:59 Evangelizing product and retaining or re-onboarding customers. 23:43 Early startups underutilize comprehensive role mapping. 29:04 Balancing startup demands with personal life responsibilities. 30:57 Dolly Parton: advocate, unique, entrepreneur, admired shero.   https://www.linkedin.com/in/wheels-revops/ https://www.instagram.com/rvnu.labs/ https://rvnu.co/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.