Ryan Staley is the Founder & CEO of Whale Boss, a consultancy that helps founders and revenue leaders implement seven and eight-figure sales operating systems in as little as three months. He joined the Predictable Revenue Podcast to break down the strategies founders and start-ups need to adopt to amplify revenue.
What Are the Most Important Metrics For Start-Ups?
Average deal size, speed, and conversion rates
- After establishing product-market fit, look at the average deal size and speed to see where you are in the sales cycle
- Conversion rates should be tracked at each step of the process
Creating Exponential Growth Through The Perfect Customer Profile ***
ICP (ideal customer profile) had a baby with Pareto’s Principle
- It’s like a professional sports team drafting first-round talent with every pick in every round of a single draft
- Many companies map out their ICPs but don’t take it to the next level
- Imagine only having the best of the best
Core Operating Systems for Start-Up Revenue Leaders
The Whale Scale Operating System
- This is about applying the 20/ 80 *** rule to your targeting and doubling your average deal size year over year.
- Customer service is more of a nurturing process where you “take care of customers after the fact.”
- Referral operating system
- Increasing the revenue your existing clients spend with your company annually can lead to explosive growth without the addition of many new customers.
