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How do you go from successful sales to building a revenue scaling machine?

Today, I spoke to Omar Mohout, an ex-SaaS CEO with a successful exit, ex and current board member of several prominent SaaS companies like Esoptra, Teamleader CRM, Digipolis Antwerp and LetsBuild, a founder and a mentor of various startup and scale-up programs and platforms and an author of 7 books on growing startups.

Today we spoke about the biggest challenge B2B companies face after product-market: going from successful activities and experiments to building a “machine” that can scale.

Why?

Because they underestimate and misunderstand the role of B2B marketing.
They may hire experienced sales people from Oracle or Microsoft in a hope they’ll implement their experience in their company.

But what they should be doing instead is:

- Base their hiring decision on their actual sales funnel
- Understand that the role of marketing is shifting “to the right” (or bottom) of the funnel. From just lead generation to actually influencing the sale and helping moving the deal through the pipeline
- When building the revenue scaling machine, validate the assumptions instead of scaling based on unproven assumptions

Omar’s LinkedIn profile: https://www.linkedin.com/in/omarmohout/
Omar’s books in English:
Lean pricing: https://www.amazon.com/gp/product/B0196Q6MCS
Corporate venturing: https://www.amazon.com/gp/product/B07DFNFWZM
Lea(r)n marketing: https://leanpub.com/learnmarketing
Leaving a legacy: increase your social impact https://www.amazon.com/Leaving-Legacy-Increase-social-impact-ebook