Cito: 175 % Net Revenue Retention bei den Top-20-Kunden Umsatzeffekt
"Through SalesPlaybook, we have greatly refined our customer profile. Hats off, that was really good guidance, and as a result, we have acquired different customers from Media Markt, VW, and Audi."
Oliver Dröge
Cito is currently working with 60% more ICP (=TOP 100) customers than 6 months ago. As a result, they have been able to continue increasing revenue by 20% every month.
1️⃣ Money does have a color
Cito is now working with 60% more ICP customers (=TOP 100) than 6 months ago. Sales also means saying no in order to focus on TOP 100 customers. The focus on a sharp ideal customer profile also helps with existing customer business.
2️⃣ +175% Net Revenue Retention with TOP 20 customers
Cito’s sales reps continue to work with their customers after the deal is closed. This keeps the reps close to the customer and uncovers new revenue opportunities.
3️⃣ +20% monthly revenue growth over 2 years!
Cito invested early in scalable sales processes...and continues to do so, in close collaboration with the sales team. The use of AI in sales is exciting—simple and focused on delivering value.
4️⃣ Revenue Alignment x Personal Development
Each sales rep at Cito has their own performance metrics. At the same time, Oliver sets specific goals for personal development. Both dimensions of goals must, of course, be aligned with company objectives.
5️⃣ Stretch Goals must be measurable.
Oliver consciously pushed this out of the comfort zone. But not in terms of "more leads, more calls, more hours." Instead, focusing on implementing fewer but more valuable initiatives with higher quality.
👉 Cito continues to pursue strong growth across Europe and is still looking for sales talent. Contact Oliver directly if you (or someone you know) is a good fit.