Episode #226:Joshua Leatherman explains why many B2B companies stall around 80 to 100 million when a sales-led approach exhausts the easier parts of the market. He shows how to replace random acts of marketing with a scalable go-to-market system that unites demand marketing, sales development, revenue operations, sales, and client success around a shared process and attribution. “Often, private companies hit an inflection point. Once you reach a certain point, around 80 to 100 million, they start to plateau. Usually, this is because they are sales-led and have not built a scalable go-to-market team that includes demand marketing, sales development, revenue operations, and sales and client success. Companies are focused on sales and need to learn how to build scalable teams.” – Joshua LeathermanJoshua highlights a practical blueprint for moving from activity to outcomes. He identifies the core issue as misalignment and missing revenue operations, then outlines how demand marketing surfaces in-market intent while SDR and client success extend pipeline quality and expansion. The result is a predictable motion that scales beyond the plateau and aligns teams with revenue, attribution, and the voice of the customer.Follow Joshua Leatherman on LinkedInFollow host Steve MacDonald on LinkedIn

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related