How GitHub Built a $7.5B Sales Machine
https://medium.com/@FirstMark/setting-up-your-sales-machine-565219192e64
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Summary
This article outlines GitHub's three-stage approach to building a successful sales machine: creating repeatable sales motions, building a profitable sales machine, and defining/monitoring key metrics. Key strategies include understanding the customer journey, adopting a consistent sales methodology (like Challenger Sales), developing a customer enablement platform, establishing segmented sales teams, empowering staff through training and onboarding, strategically managing accounts, and focusing on renewals and upsells by proving value. The article also emphasizes the importance of defining and monitoring metrics such as CAC, LTV, and pipeline-to-quota to ensure profitability and growth.
Keywords
sales machine
GitHub sales
repeatable sales motions
customer journey
sales methodology
sales metrics
customer enablement
sales forecasting