1 rich Libsyn https://www.libsyn.com 90 600 It goes without saying that the purpose of sales and marketing is to help a company grow. We create forecasts where revenue grows a hundred-thousand, a million, or 10 million dollars.&amp;nbsp; But we expect to achieve that with incremental changes to our resources and tech-stacks.&amp;nbsp; When Base 10 Math is used to express numbers that differ by orders of magnitude, we use exponents, noted with the letter N put in superscript (N stands for the Latin word numerus or number). N to the power of 5 is equal to a hundred-thousand, N to the power of 7 is equal to ten million. We don’t have to raise N very much to see it balloon in size.&amp;nbsp; Each increment it jumps by represents its value going up by a factor of ten.&amp;nbsp; The question of how we reach scale then isn’t how to change financial numbers by a basic percentage; it’s how do we grow them by a factor of N? Our guest knows how sales and marketing can scale their organization without snapping them. *come with their own jargon like batch mode, local vs global maximums, and WIP bottlenecks.&amp;nbsp; He graduated from the University of New Brunswick with an engineering degree and then went into technically heavy roles, working in IBM’s semiconductor division. He pivoted into leading sales and marketing teams for tech organizations until the late 2000s, when he founded a product startup with an app that helped salespeople gain visibility into their funnel activity. He also teaches sales practices and scaling up in the engineering faculty at the University of Ottawa. Join me now as I sit down in person with the head of Ottawa’s Scaling Up initiative, Peter Fillmore. &amp;nbsp; Chapters/Timestamps 00:00 Intro 02:10 My guest Peter Fillmore 03:27 What Changes When You Scale 05:37 Making the Funnel Visible 08:58 Sales Fundamentals and Urgency 09:55 PSA 12:03 Saying No and Off Ramps 13:26 Marketing Segments and Messaging 15:31 Discipline Metrics and Cadence 22:53 Connect with Peter &amp;amp; Ottawa Scaling Up Initiative Links to everything mentioned in the show are on the Funnel Reboot site's page for this episode. Funnel Reboot podcast https://funnelreboot.com <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/40542965/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/199865590