Predictable Revenue Modelling Broke GTM

This will definitely rattle some cages. But the facts are the facts, whether we can see them or not.

For those who still have their head in the sand, that sales methodologies DO shape commercial oversight, here is a refresher of one of the largest changes and how it took place.

Over the past decade, the shift initiated by the Predictable Revenue model fundamentally changed how businesses measure success—from focusing on open opportunities to the number of meetings. This shift forced marketing to focus heavily on mass MQLs, creating a cascade of commercial repercussions we’re seeing today. The disconnect between sales and marketing has never been greater, pushing functions into silos and eroding the very cohesion businesses need.

The Core Issue:
Sales teams, once the bridge validating market needs and feeding them back into marketing, have lost their pivotal role. This has led to a lack of commercial acumen, non existent handover packs, skipping communication plans, leaving business development and customer success teams fragmented… and as a result, reactivation requirements at CS as normality…

The Solution Path:
Recognizing these downstream repercussions is crucial. There’s now a pressing need for financial tooling and commercial management layers that align these functions seamlessly. This complements what we’ve built at CRO School with our Revenue Alignment Architecture™, which sits above outdated methodologies and brings a holistic approach to commercial viability.

It’s time to move beyond the limitations of old models and embrace a framework that aligns sales, marketing, and customer success towards unified growth.

This is what true Closed Circuit Selling™ (CCS) truly is, and why @George coudounaris and I push it so hard to allow ;

Commercial Oversight
Proper Marketing
Buying Processes
Customer Retention and Expansion

As a staple repercussion.

Join us for episode 180 on the @b2b playbook, with @Carolyn Dilks from @passetto as we go deep on this one.