Your revenue is real. Your sales motion isn't.

About this episode

The episode discusses the difference between having revenue and a repeatable sales motion, introducing a tool to analyze sales sources.

Hey friends 👋 You know the pattern: solid revenue, happy customers, no churn. Everything looks like it’s working. So you go to raise money to hire sales reps and scale — and investors pass. They say “we want to see more traction,” and you nod like you understand, then go burn more of your network to get more of the same sales that got you here. The cycle repeats. The problem isn’t your product. It’s that having revenue and having a repeatable sales motion are two completely different things. We dig into how to tell them apart — and introduce a stupid-simple tool called the acquisition source audit that can show you exactly where your deals are actually coming from. Three scenarios this week, each with a different relationship to this problem. A data platform swimming in warm intros with no cold evidence to show investors, a FinTech compliance tool with multiple channels but some sketchy cold outreach math, and a bootstrapped workflow automation play that somehow figured it out without ever touching their network. We run each one through the source audit and rate conviction on our scale of zero to 10. And in Frivolous Thoughts: SXSW, an obscure New Zealander entomologist, and why…

People in this episode

Hosts: Cameron, JDM

Topics covered

• revenue
• sales motion
• acquisition source audit
• investor relations
• business scenarios
• Frivolous Thoughts

Keywords

• revenue
• sales motion
• acquisition source audit
• investors
• business growth
• sales strategy

Mentioned in this episode

Organizations: SXSW

Places: Weimar Republic

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