How to 3x your ARR — inside 12 months

Fig 1: It feels like you’re in a maze without a map

Here are 8 things that will happen if you only focus on quantity

Fig 2: You have to take time to carefully determine & analyze your buying audience

Focus, focus focus, on quality!: Here are 5 exercises that you should run

  • Competitive landscape
  • Unique selling points
  • Compelling narrative
  • Ideal customer profile
  • Pricing
Fig 3: Blunt instruments are productivity killers, and they’re rife in GTM teams.

Here are 5 things that will happen when you sharpen your focus on quality

The math. How does quality increase ARR 3x?

  • Deals per salesperson per quarter pre: 2
  • Deals per salesperson per quarter post: 3
  • Average ACV pre: $50k
  • Average ACV post: $100k
  • 2 deals per quarter/8 per year
  • ACV $50k
  • $100k per quarter/$400k per year
  • 3 deals per quarter/12 per year
  • ACV $100k
  • $300k per quarter/$1.2m per year



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