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Published 26 days ago • 4 min read
The Middlefrom GrowthCurve
Three ideas to level up your week.
Hey Reader,
Welcome to The Middle, your midweek rundown of the most interesting things we've read this week.
Last week we delivered our take on Impacting Unit Economics to 468 SaaS Leaders (nice sign of demand!). We’ve since opened up the recording to our subscribers - you can access it here.
Our Level Up Webinar series continues in May with the Big 3 of Subscription Revenue (ARR, GRR, NRR). You can sign up here.
Now, let's get to the goods...
Jeff
PS: (If you want to sponsor May's Level Up Webinar, send us a reply - we will have ~800 registrants)
Kyle Asay is an AE-turned-sales leader who provides actionable strategies you can implement. He recently shared how he doubled his attainment when he was an AE; his first point stuck out to me:
1) Stopped relying on Sales Ops to “score” my accounts It’s Sales Ops’ job to organize territory at scale. It’s your job to determine where you spend your time. Creating my own Account Prioritization Framework meant I spent more time with accounts likely to buy.
Two things can be true... Businesses become stagnant when teammates stop thinking for themselves. Businesses become stagnant when operations create rules that are too strict.
It works in both directions.
Ops team: provide the right enablement and execution to keep things moving Teammates: take a sense of pride and ownership over your work
AI Corner: Building A Content Matrix for Customers Whether it’s a marketing or customer success responsibility to communicate, your customer needs content to help them in their role.
Here’s a way you can frame that out:
*I work for [XYZ], we are the best at [ABC]. Our main customer tends to be [TITLE], who cares about accomplishing [OBJECTIVES]. Our product helps them with [OUTCOMES]. I am building a content matrix that allows me to organize our team in building the right content for customers. We want to help them in their career/role and help them utilize our product in the right ways. Build a content matrix with several content ideas to help us accomplish this.
If your team is using AI in your day-to-day work, press reply with a specific tool or prompt that you use so we can highlight you.
At some point, you’ve encountered Meyers Briggs, StrengthsFinder, or some other black box personality quiz. They can be helpful, but often confusing — too many different acronyms and definitions to remember that it becomes impossible to implement.
I found this diagram from MotivationCode and it stopped me in my tracks for its simplicity (I mean chef's kiss, am I right?).
MotivateCode's High Performing Teams
Let’s focus on one key item from each Dimension:
Decision-Making Transparency (Leader) - don’t expect your team to make decisions and take accountability if you don’t share your criteria (the "why") for making decisions
Access to Information (Team) - the best teams find simple hacks to share key information in synchronous and asynchronous (audio notes are your friend) ways
Commitment To the Vision (Individual) - people often work harder when they’re part of something bigger than themselves
Whenever you're ready, there are 3 ways we can help you:
CoverYourSaaS is a financial literacy course for SaaS leaders. It teaches you the fundamental language of business, SaaS metrics, and how to maximize your impact. This course sets the stage for you to make informed, focused, and profitable decisions. Purchase the course here.
Our Level Up Webinar series continues May 22 at 12pm ET with the Big 3 of Subscription Revenue (ARR, GRR, NRR). Save your spot here.
