{"title":"Home page","description":null,"products":[{"product_id":"sales-playbook-template","title":"Spokes GTM Playbook","description":"\u003cp\u003eIt takes teamwork to grow and scale revenue.  Coordinate your Marketing, Sales, and CX teams by using the Spokes Playbook to:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eClearly define each stage of the sales process\u003c\/li\u003e\n\u003cli\u003eCreate focus by describing work to be done and by whom at each stage\u003c\/li\u003e\n\u003cli\u003eSet objective handoff criteria between teams (ie MQL \u0026lt;\u0026gt; SQL \u0026lt;\u0026gt; SQO)\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eThe Playbook is built on a typical sales process. It's seeded with MEDDIC terms, but can be easily adapted to any sales process or methodology. \u003c\/p\u003e\n\u003cp\u003eStarting with this template saves day of work.  Once customized \u0026amp; launched, the Spokes Playbook has proven to:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003ePlug leaks in the Sales funnel \u0026amp; uncover Expansion opportunities\u003c\/li\u003e\n\u003cli\u003eBoost collaboration between Marketing, SDRs and Sales\u003c\/li\u003e\n\u003cli\u003eProvide a 'cheat sheet' to accelerate enablement \u0026amp; onboarding \u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eMost importantly, the Playbook frames how Marketing, Sales \u0026amp; CX work together; helps identify opportunities; and uncovers challenges so that your leadership team can prioritize resources for growth.\u003cbr data-mce-fragment=\"1\"\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cmeta charset=\"utf-8\"\u003e\u003cspan data-mce-fragment=\"1\"\u003ePurchase is good for unlimited downloads for 1 year. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003eIf you're interested help developing and launching a Playbook for your business, \u003ca href=\"https:\/\/calendly.com\/rustyvonwaldburg\/spokes-group-consult\" target=\"_blank\"\u003elet's talk\u003c\/a\u003e.\u003c\/p\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":45255108755732,"sku":"SPOKES-PLAYBOOK","price":50.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/GTMPlaybookFlyer.png?v=1686549109"},{"product_id":"spokes-gtm-roadmap","title":"Spokes GTM Roadmap","description":"\u003cp\u003eLearn faster and accelerate growth by approaching Go to Market (GTM) like a product roadmap.\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eAlign stakeholders and manage trade-offs with a clear GTM roadmap\u003c\/li\u003e\n\u003cli\u003ePrioritize initiatives in by balancing Business Impact vs Development Effort\u003c\/li\u003e\n\u003cli\u003eManage your GTM initiatives with an Agile backlog\u003c\/li\u003e\n\u003cli\u003eMove from experimenting to learning with lightweight test structures\u003c\/li\u003e\n\u003cli\u003eDrive progress and unblock initiatives with Sprint reviews\u003c\/li\u003e\n\u003cli\u003eUse the roadmap to elevate your ops team from reactive reporting to a strategic differentiator\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cmeta charset=\"utf-8\"\u003e\u003cspan data-mce-fragment=\"1\"\u003ePurchase is good for unlimited downloads for 1 year. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003eLooking for help defining the roadmap of strategic growth initiatives, internally critical operations, and the tech that supports them?  \u003ca href=\"https:\/\/calendly.com\/rustyvonwaldburg\/spokes-group-consult\" target=\"_blank\"\u003eLet's talk\u003c\/a\u003e\u003c\/p\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":45309469753620,"sku":"","price":0.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/19.png?v=1686720365"},{"product_id":"spokes-gtm-operating-model","title":"Spokes GTM Operating Model - Sales \u0026 Pipe Gen","description":"\u003cp\u003eForecast ARR by planning Sales Capacity and Pipe Gen targets from the same bottoms-up model.  \u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eBottoms-up model driven by AE starts, quotas and ramps\u003c\/li\u003e\n\u003cli\u003eDesigned to forecast 3 segments, or more!\u003c\/li\u003e\n\u003cli\u003eApply historical trends for Win %, New Logo vs Expansion, ASPs, Churn, etc\u003c\/li\u003e\n\u003cli\u003eRun scenarios where win %, New vs Expansion mix, Churn or quotas change over time\u003cbr\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cmeta charset=\"utf-8\"\u003e\u003cspan\u003ePurchase is good for unlimited downloads for 1 year.  \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eIf you're interested in a perspective on your plan or are interested help building it out, \u003c\/span\u003e\u003ca href=\"https:\/\/calendly.com\/rustyvonwaldburg\/spokes-group-consult\" target=\"_blank\"\u003elet's talk\u003c\/a\u003e\u003cspan\u003e.\u003c\/span\u003e\u003c\/p\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":45309540991252,"sku":"","price":100.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/4.png?v=1686720269"},{"product_id":"spokes-proforma","title":"Spokes Proforma","description":"\u003cp\u003eQuickly build a tops-down P\u0026amp;L forecast for the next 24 months covering\u003cbr\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eCustomer Count\u003c\/li\u003e\n\u003cli\u003eRevenue\u003c\/li\u003e\n\u003cli\u003eChurn\u003c\/li\u003e\n\u003cli\u003eExpenses\u003c\/li\u003e\n\u003cli\u003eHiring and Payroll\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eUse the proforma to manage your business or share your plans with investors.  This model has been CFO vetted and part of over $5M in Seed funding.\u003c\/p\u003e\n\u003cp\u003eSeeking help building your plan and growing your company?  \u003ca href=\"https:\/\/calendly.com\/rustyvonwaldburg\/spokes-group-consult\" target=\"_blank\" rel=\"noopener noreferrer\"\u003eLet's talk\u003c\/a\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":45309549314324,"sku":"","price":50.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/ProForma.png?v=1703434780"},{"product_id":"spokes-variable-comp-calculator","title":"Spokes Commission Calculator","description":"\u003cp\u003eCrisply design and communicate your variable compensation plans to clearly incent behavior for SDRs, AEs, CSMs and Managers.\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eWorks for # based SDR quotas, $ based Sales quotas or % NARR CSM plans\u003c\/li\u003e\n\u003cli\u003eImprove comp plan communication by sharing with the team\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eIncludes benchmarks for Base\/Variable mix and accelerators\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cmeta charset=\"utf-8\"\u003e\u003cspan\u003e\u003cmeta charset=\"utf-8\"\u003ePurchase is good for unlimited downloads for 1 year. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eIf you're interested help designing or administering commission plans, \u003c\/span\u003e\u003ca href=\"https:\/\/calendly.com\/rustyvonwaldburg\/spokes-group-consult\" target=\"_blank\"\u003elet's talk\u003c\/a\u003e\u003cspan\u003e.\u003c\/span\u003e\u003c\/p\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":45309560094996,"sku":"","price":50.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/12.png?v=1686720411"},{"product_id":"growth-ae-job-description","title":"Growth AE Job Description","description":"\u003cp\u003eMany sales hires in early stage companies fail, because revenue growth is not yet a repeatable process.\u003c\/p\u003e\n\u003cp\u003eWe crafted this Growth AE job description to explicitly bridge a gap between founders winning the first deal and ~$1M to $5M in ARR.  The JD blends skills, responsibilities and passion for pipe gen, closing, PMM and Ops.  Success is defined by:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eAn ability to build collateral and define processes\u003c\/li\u003e\n\u003cli\u003eMeasure what works (or doesn’t) \u003cmeta charset=\"utf-8\"\u003eand  share learnings with others\u003c\/li\u003e\n\u003cli\u003eClose deals\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cspan\u003eSuccessful Growth AEs can be expected to \u003cspan style=\"font-weight: 400;\" data-mce-fragment=\"1\" data-mce-style=\"font-weight: 400;\"\u003ebuild careers leading functions like Sales, Product Marketing, Sales Development or Ops.\u003c\/span\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eIf you're interested help building a team and driving revenue repeatable growth, \u003c\/span\u003e\u003ca href=\"https:\/\/calendly.com\/rustyvonwaldburg\/spokes-group-consult\" target=\"_blank\"\u003elet's talk\u003c\/a\u003e\u003cspan\u003e.\u003c\/span\u003e\u003c\/p\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":47159063904532,"sku":null,"price":5.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/GrowthAEJD.png?v=1699408596"},{"product_id":"strategy-ops-competency-framework","title":"Strategy \u0026 Ops Competency Framework","description":"\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv data-offset-key=\"d7q02-0-0\" data-editor=\"e5bn4\" data-block=\"true\" class=\"\" data-mce-fragment=\"1\"\u003e\n\u003cdiv class=\"public-DraftStyleDefault-block public-DraftStyleDefault-ltr\" data-offset-key=\"d7q02-0-0\" data-mce-fragment=\"1\"\u003e\u003cspan data-offset-key=\"d7q02-0-0\" mce-data-marked=\"1\" data-mce-fragment=\"1\"\u003eUse the Competency Framework by \u003c\/span\u003e\u003c\/div\u003e\n\u003cdiv class=\"public-DraftStyleDefault-block public-DraftStyleDefault-ltr\" data-offset-key=\"d7q02-0-0\" data-mce-fragment=\"1\"\u003e\n\u003cul\u003e\n\u003cli\u003eCustomizing a copy for each of of your directs \/ members of the team\u003c\/li\u003e\n\u003cli\u003eIn each individual copy, color code competencies Green \/Yellow \/Red to frame career conversations\u003c\/li\u003e\n\u003cli\u003eOn an ongoing basis (~2 times per qtr)  capture examples a column inserted between Current \u0026amp; Next level (ie Column E in the linked example). That way it's easy to pull examples when semi-annual reviews come around.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-offset-key=\"7suls-0-0\" data-editor=\"e5bn4\" data-block=\"true\" class=\"\" data-mce-fragment=\"1\"\u003e\n\u003cdiv class=\"public-DraftStyleDefault-block public-DraftStyleDefault-ltr\" data-offset-key=\"7suls-0-0\" data-mce-fragment=\"1\"\u003e\u003cspan data-offset-key=\"7suls-0-0\" data-mce-fragment=\"1\"\u003eIt's beneficial to frame the doc and the Career Plan in terms of needing to show 'our' work \u0026amp; impact to decision makers beyond the group in order to open the door to career opportunities, promotions and raises.\u003c\/span\u003e\u003c\/div\u003e\n\u003c\/div\u003e","brand":"Spokes Group","offers":[{"title":"Default Title","offer_id":47269918114068,"sku":null,"price":25.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0771\/1775\/1572\/files\/SGC_1000x1000px.png?v=1701225804"}],"url":"https:\/\/shop.spokesgroup.co\/collections\/frontpage.oembed","provider":"Spokes Group","version":"1.0","type":"link"}