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Move The Needle - Real strategies. Data-driven growth. B2B results that move the needle.This podcast will help you grow your B2B company quarter after quarterwith confidence, clarity, and data-backed decisions. Author: Databox
This podcast will help you grow your B2B company quarter after quarterwith confidence, clarity, and data-backed decisions. In each episode, youll learn proven strategies, practical frameworks, and first-hand insights from GTM leaders, RevOps pros, and seasoned B2B executives. Theyll walk you through how they use data to set smart targets, forecast accurately, overcome growth plateaus, and build high-performing sales and marketing engines. Youll hear stories of real challenges, real results, and the data-driven moves that made all the difference. The best B2B companies dont just look at metricsthey use them to take action. Move The Needle will help you do the same. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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176: Why Headcount≠Growth: The 3-Lever Sales Planning Formula Every CRO Needs (w/ Dougie Loan, SourceWhale)
Wednesday, 12 November, 2025
Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreWhat if the secret to hitting your sales targets isn’t hiring more reps – but adjusting just three levers?In this episode, we sit down with Dougie Loan, Chief Revenue Officer at SourceWhale, to break down the simple but powerful sales planning formula that’s reshaped how his team forecasts growth. Spoiler: It has nothing to do with throwing more headcount at the problem.Dougie walks through how his team shifted from boardroom wishful thinking to a data-driven forecasting model built on three core metrics: Qualified Held Meetings, Close Rate, and Average Deal Value. You’ll hear how they use this model to build annual plans, set realistic targets, coach reps, align marketing and sales, and even decide where to invest R&D dollars.Watch the full interview to learn how Dougie:- Replaced headcount-based forecasting with a repeatable, lever-driven model- Redefined what actually counts as a qualified opportunity- Aligns marketing and sales teams around shared revenue metrics- Profiles churned vs. retained customers to refine their ICP- Uses CS adoption scoring to drive renewals and upsell strategy
