Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Mastering Revenue Leadership: The Key to Productizing Success

14 Nov 2024 · 0 min

Watch on YouTube

0:10

A short excerpt from a YouTube conversation where Jason M. Lemkin and another speaker discuss how top revenue leaders 'productize'—focusing on areas of competitive strength and on segments where the company loses many deals but still wins some—to maximize revenue. The speakers also address leadership dynamics: CEO tendencies to blame sales leaders for slow growth versus examples of great CEOs who protect their revenue leaders.

The best revenue leaders productize. Not only do they productize where they have a competitive strength, then they productize where they lose a lot of deals but still win some and then maximize the revenue they can get out of them.
Yeah, I think that's the, that is where a lot, a lot of the fear comes from. It's like, well, we're not growing fast enough because my VP of sales isn't good enough. So we're going to replace him or her and it might be a product fit issue or the plan.
Well look, of course there can be truth here, right? And all but the great CEOs sometimes are looking for people to blame too. And all but great CEOs sometimes will blame the CRO, the VP, sales. They will. It will happen. I haven't seen the great ones. I know people are going to challenge me on this. I haven't seen the great ones do it. In fact, the great ones sometimes overprotect their revenue leader. They protect them too much.