Revenue Leakage: Where B2B Companies Lose Revenue and How to Find It
Revenue rarely disappears in one big hole. It leaks between marketing, sales, operations and the customer. Here's where to look.
Insights Revenue, sales and growth.
Revenue, sales and growth.
From the field.
Practical guides for founders and CEOs on building a sales team, a pipeline you can trust, and revenue that doesn't depend on you.
Written by Joe Greco
Fractional CRO · 25+ years in B2B
12guides
4topics
4new each month
Start with your problem
Fractional CRO and sales leadershipJoe Greco · 10 min read
What Is a Fractional Chief Revenue Officer (CRO)? What They Do and When You Need One
You've outgrown founder-led sales, but a full-time executive feels like a big bet. Here's what a fractional CRO actually does, and how to tell if you need one.
Joe Greco · 10 min readAll guides.
Revenue leaks and operations
Revenue growth and lead generation
Revenue Growth Strategies for B2B Companies That Actually Compound
Forget the 50-tactic lists. B2B revenue grows through five levers, and small gains on each multiply when the parts work together.
Sales process and pipeline
How to Build a Sales Process That Doesn't Depend on the Founder
Your sales process already exists in your head. Here's how to write it down as stages with exit criteria so your team can close without you.
Sales process and pipeline
How to Handle Sales Objections: The Ones B2B Buyers Raise Most
Most objections are symptoms of something earlier. What the six big B2B objections really mean, and what to say back.
Revenue growth and lead generation
B2B Lead Generation Strategies That Don't Depend on Referrals
Referrals are great until they stop. Pick two or three channels you control, aim them at one ideal customer, and measure pipeline.
Revenue leaks and operations
What Is RevOps? A Plain Guide for Growing Companies
RevOps isn't a big-company luxury. Here's what revenue operations owns, the signs you need it, and how to start without a department.
Revenue leaks and operations
Customer Onboarding Process: Keep the Revenue You Already Won
The riskiest moment in a B2B deal comes after the signature. A step-by-step onboarding process and a sales-to-delivery checklist.
Fractional CRO and sales leadership
Sales Commission Structure: How to Pay Salespeople for Growth
Your comp plan is your real sales strategy. The common structures, when each fits, and the mistakes that quietly cost revenue.
Fractional CRO and sales leadership
How to Set Sales Targets Your Team Will Actually Hit
Build targets bottom up from real conversion numbers, check them against the plan, and turn the goal into weekly activity.
Sales process and pipeline
How to Qualify Leads So Your Team Stops Chasing the Wrong Deals
A pipeline full of maybes eats rep time and wrecks the forecast. Qualify on fit and intent, ask the right questions, and say no early.
Fractional CRO and sales leadership
How to Motivate a Sales Team Without Gimmicks
Pizza parties don't fix a team that can't win. Fair pay, believable targets, good leads and real coaching do.
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