Archive
Category: Business Scaling
Marketing Spend Optimization: Why Training Budget Allocation Fails
When Big Nerd Ranch hit crisis in 2017 after 2½ years of revenue decline, the conventional playbook said hire more salespeople and pour budget into…
Sales Territory Management: Designing Territory Models That Balance Capacity and Opportunity
By Ken Lundin, CEO of RevHeat Most companies design sales territories the way they organize their sock drawer. They use whatever seems easiest at the…
Sales Compensation Design: Why Wrong Comp Costs You $576K Annually (RevHeat Total Cost of Wrong Comp Model)
I’ve reviewed more sales compensation design plans in the last eighteen months than most consultants see in a career. At RevHeat, we’ve analyzed comp structures…
Marketing Spend Optimization: Why Gartner Says 7.7% and Iconiq Says 30-55% (And How to Pick the Right Benchmark for Your Stage)
You Google “marketing budget benchmarks” and get two wildly different answers: Gartner says 7.7% of revenue, Iconiq says 30-55%. Both are right. Both are also…
Revenue Growth Strategy: How to Increase Revenue by Fixing the Binding Constraint First
I’ve watched hundreds of founders pour six figures into sales training, new hires, and CRM tools—only to see revenue flatline. The culprit? Their revenue growth…
Business Growth Strategy: The 3-Lever Model for Scaling Revenue Without Adding Headcount
I’ve watched hundreds of founders hit the same wall. Revenue stalls. The pipeline thins. The first instinct is always identical: “We need more reps.” It’s…
The Growth Strategy Paradox: Why Revenue Growth Requires Doing Less, Not More
I’ve watched hundreds of founders hit the same wall. Revenue stalls. They pile on more activity. More cold calls. More LinkedIn campaigns. Another rep. Another…
Sales Management System: The Operating Cadence That Drives Consistent Execution
I’ve watched hundreds of founders invest six figures in a sales management system. CRM, enablement platforms, conversation intelligence — the full stack. Then they see…
The Sales Management Transition: When Founders Must Stop Selling and Start Building Leaders
I’ve watched hundreds of founders hit the same wall. You built the company by being the best closer in the room. Every key deal ran…
Sales Leadership Development: The 4-Stage Framework for Building First-Time Sales Managers
Most sales leadership programs fail. They train managers on what to do. They never diagnose what’s actually broken. Our 2024 research across 11,744 sellers found…
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