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.

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