Your agency doesn't have a sales problem. It has a people problem. I spent 15+ years building teams, from scrappy startups, to scaling tech companies, to huge agencies like GroupM and WPP. Now, I give small agency owners the SOPs, frameworks, and hard truths they need to build high-performance cultures that run without them.
The TL;DR, Your Cheat Sheet to Summer School
August 20 - September 2
Skip The Lecture, Copy Our Notes
In addition to the Learn to Scale Summer Book Club, the whole team here attended summer school and loved it. This July, Hubspot and RevPartners.io collaborated on a free three-day Revenue Operations Summer School. Over six hourlong sessions the instructors walked through a detailed framework for organizations to apply revenue operations practices to their business.
It's really great.
But it's six hours. Ain't nobody got time for that.
We distilled our most favorite takeaways from the trainings into three big concepts:
- Your business plan and your go-to-market motion are different things that need to match each other
- You better be compounding your revenue and the strategy to do so rests with Customer Success
- How to label and configure 22 data points that makes your business hum with efficiency
Whether or not you have the time/expertise to do a data-driven makeover of your Marketing+Sales+Success processes, the world is moving in this direction. More jobs are seeking people with this expertise, more businesses are applying these concepts, and more decisions are being made leveraging insights generated from these practices.
So copy our notes, consider attending the free on-demand summer school, and start tracking that time-to-close.
| Read the takeaways |
A TL;DR from the CRO
After a week of learning, take a day in nature to process it all.
-Roman Noodles, Chief Ruff Officer
TL;DRs From Around the Internetverse
- Get started with journal using 20 prompts Art Petty (PS: 30 more await)
- People trust Google more than the news: in Google We Trust Wired
- All communication is lossy, including talking to someone IRL Mandy Brown
- Your next novel, ghostwritten by AI The Verge
- Get out of your echo chamber by speaking last, and other tips HBR
The Learn to Scale Sales and Systems Assessment
Do 22 points of Revenue Operations data feel impossible to find? Get an expert assessment on your sales and business operations to remove noise, move your business forward, and grow your own ability to make strategic decisions.
| Learn More About the Assessment |
In Boston, September 1st is the day that most leases end/begin. We're talking over 13K units for college students, 80% of Beacon Hill, and 1-6 trucks getting Storrowed.
Yes, that's right: my city has a term for trucks that get a haircut on the busiest and narrowest throughway on the most chaotic moving day of the year.
In a delightfully cheeky move, local brewery Trillium makes an annual homage to this Storrowing phenomenon that's so much more delicious if you're not moving boxes on September 1st. You gotta bet Trillium is raking it in, just like the Christmas Tree Shop slays during December. It's just so fun!
If you were to establish a playful annual activity outside of mainstream holidays, what would you do?
Thinking about bringing back Camp Career Confidence,
Dan from Learn to Scale
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PS. Back in 2014 when pumpkin spice lattes started in October...how quaint
Dan Newman
Your agency doesn't have a sales problem. It has a people problem. I spent 15+ years building teams, from scrappy startups, to scaling tech companies, to huge agencies like GroupM and WPP. Now, I give small agency owners the SOPs, frameworks, and hard truths they need to build high-performance cultures that run without them.
A bi-weekly roundup of everything TL;DR from the past year December 13 - December 26 A Brief Year In Review Don't forget to enter my end-of-year holiday Cliftonstrengths & 1-1 Giveaway! Contest ends on Monday the 29th. Enter now! The end of the year always puts me into a reflective mood, and out of all my content channels, this newsletter has always been the place I feel most present. The ritual of waking up early on a Friday, putting on vibe-y instrumental music, and setting the lights to...
A bi-weekly roundup of ways to make EOY reviews a little less awkward November 29 - December 12 What Wrapping Paper Do You Use For Tough Love? It’s December 12th. You can practically smell the holiday break. But there is one thing standing between you and that final "Out of Office" auto-reply: The End-of-Year Review. If you are like most small agency owners I know, you are probably trying to find a way to wiggle out of it. You might be telling yourself: "We’re a small team, we talk every day....
A bi-weekly roundup of why now is the best time to measure the worst emotions November 15 - November 28 Burnout, On Sale Now While the rest of the world is obsessing over doorbusters and discount codes today, someone- either you or one of your team members- is sweating. If you have ecommerce clients, your team has been sprinting for weeks to get assets approved, campaigns loaded, and fires put out. Even if you don’t do ecomm, the sheer gravitational pull of Q4 deadlines has likely pushed your...