Last week I spoke with the Head of RevOps at a company that’s doing $1B in ARR in their SaaS business.

I told him I could identify 15% of their revenue they’re losing right now to revenue leak.

That’s $150,000,000.

They were shocked – how?

Here’s what I told them:

You’re stuck in a financial model and not thinking about the actual process in which you run revenue. You need to know:

1. How your teams are running revenue.

2. The process behind your team's 13 week cadence.

3. How that’s going from the reps all the way up to execs.

Once you get out of the number crunching exercise, you can start optimizing how you run revenue and collaborate in every meeting.

That was the “aha!” moment.

Change the way you think about revenue and start winning more revenue moments.