Why Our Greatest Challenges To Growth Are Internal
This document discusses an interview with Matt Gorman, Chief Revenue Officer at MSH, exploring the internal challenges businesses face in their growth strategies.
Why Our Greatest Challenges To Growth Are Internal A Conversation with Matt Gorman, Chief Revenue Officer at MSH EPISODE 241 Steve MacDonald HOST:
Table of Contents • [1:11] Introduction to Matt Gorman • [36:45] Full Podcast Episode • [2:43] Episode Highlights Video • [2:04] Understanding the Hidden Influence Factors on Growth • [2:25] Fixing Internal Trust Before You Fix Market Trust • [7:38] Utilizing Thought Leadership to Move and Drive the Pipeline • [3:49] Aligning Growth Goals With Real Operational Reality • [4:45] Why CROs Need To Say No To Bad Revenue • [9:12] Customer Excellence Starts With Industry Expert Behavior • [1:37] How RevOps Discipline Locks In Trust And Alignment • [0:52] Short - Understanding the Hidden Influence Factors on Growth
ABOUT Matt Gorman Matt Gorman, Chief Revenue Officer at MSH, explains why the most significant barriers to sustainable growth are almost always internal rather than external. He shows how misaligned expectations, lack of internal trust, and weak revenue operations discipline undermine even strong strategies. Matt challenges leaders to define growth clearly, align risk tolerance, and protect their long-term plan from short-term decisions.
FULL EPISODE “If you're not a master of your own home, it's going to be very hard to be a master of somebody else's. Too many companies focus too much on what the market and competitors are doing. It's great to have awareness of those things, but it is not okay to be paralyzed by them that you forget that execution is the actual winning strategy.” – Matt Gorman
[2:43] Episode Highlights Video
[2:04] Understanding the Hidden Influence Factors on Growth “Alignment and trust are the two big areas where B2B businesses are going to struggle with growth.” – Matt Gorman
[2:25] Fixing Internal Trust Before You Fix Market Trust “We say internal alignment is the problem. It is not internal alignment, but internal trust. If there is trust internally and trust in the processes, your prospects will trust your product or your service because it is permeable. If it feels trustworthy, you have eliminated your trust problems.” – Matt Gorman
[7:38] Utilizing Thought Leadership to Move and Drive the Pipeline “RevOps is the trust center of your go-to-market team or of your organization. A strong RevOps team, or a strong RevOps leader specifically, is going to create the trust that you need internally and externally.” – Matt Gorman
[3:49] Aligning Growth Goals With Real Operational Reality “Growth means something different every year. Any growth projection that you put in has to be more than milestones. It entails making these difficult decisions and relatively innocuous decisions that carry real risk if you miss.” – Matt Gorman
[4:45] Why CROs Need To Say No To Bad Revenue “Having a refined ICP is utmostly important. You set them for a reason, you did the research, you have the data, and there are outliers. You take chances, but those have to be calculated to the utmost degree so that even if there is a miscalculation, it is not a catastrophic setback.” – Matt Gorman
[9:12] Customer Excellence Starts With Industry Expert Behavior “If you want to be a trusted advisor to the business, you cannot operate and treat the customer like you are managing their soda machines in their cafeteria. You have to be impactful. The words that you say matter.” – Matt Gorman
[1:37] How RevOps Discipline Locks In Trust And Alignment “Treat revenue operations in your business like a discipline and not a department. It is a discipline of highly functioning, high-performing teams, and it has to be treated that way. If you have that RevOps discipline, trust and alignment fall in place.” – Matt Gorman
YOUTUBE SHORT: “Alignment and trust are the two big areas where B2B businesses are going to struggle with growth.” – Matt Gorman
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