#CEO 2/5

LEARN [ Blog ]

Our desire is to bring insightful concepts that can be pragmatically applied.

These blog posts are almost entirely based upon real client conversations.

Thus, we're sharing the real perspectives CEOs and other senior execs are employing to break through growth plateaus and capture as much upside as possible.

We hope you enjoy these musings. But even more, we hope you apply them in your business.

Why don't you have a post-sales MEDDIC (Renewal Qualification)?

Customer churn issues? You need a renewal qualification process. You have deal qualification in sales. Why wouldn't you have the same...

Mar 251 min read

What if Product Team Had QUOTA?

Why doesn't Product have quota? Conversion rates? What I mean is, Product could benefit from... 🟥🟥🟥 SALES DISCIPLINES 🟥🟥🟥 Sales...

Mar 242 min read

Your business might need heart surgery ... like my wife did

Your business might need heart surgery ... like my wife did. (Give me 60 sec to explain) 🟨🟨🟨 YOUR BIZ 🟨🟨🟨 Maybe numbers aren't...

Mar 192 min read

Product says it's a GTM problem & GTM says it's a Product problem

Product says it's a GTM problem. GTM says it's a Product problem. 🟥🟥🟥 YOU KNOW HOW IT GOES 🟥🟥🟥 It's nothing new. #GTM says: → We'd...

Mar 171 min read

Your Best Sales Reps Are Not Within Your Four Walls

Your best sales team? You don't incentivize them. They don't even work for you. Who are your best sellers? Delighted clients. They're...

Mar 151 min read

Concepts + Practices + Tools = Success

3 questions some of the most senior revenue leaders still can't tell me... [1 min read time] 🟥🟥🟥 QUESTIONS 🟥🟥🟥 For your existing...

Mar 131 min read

VALUE

There's a good chance you're forgetting something crucial... 🟥🟥🟥 THE PUNCHLINE 🟥🟥🟥 Everything starts with delivering ⇒⇒⇒⇒ VALUE...

Mar 101 min read

5 NON-NEGOTIABLE'S for every quota-carrying individual

5 NON-NEGOTIABLE'S for every quota-carrying individual. Tough love & just shooting straight ... Applicable for both new logo sales reps...

Mar 71 min read

7 Pragmatic AI Use Cases for Customer Success + Account Mgmt

7 AI use cases - in Customer Success / Acct Mgmt -- Effectiveness & Efficiency We've already implemented these within our client base...

Mar 51 min read

This is an illustration from my upcoming book

This is an illustration from my upcoming book. It's about making B2B Renewal & Expansion $$$ go ↑↑↑ 🟥🟥🟥 Why 🟥🟥🟥 80-90% of revenue...

Mar 41 min read

What if you operated as if every quarter was a fiscal year and each week was a whole month?

I want everyone to operate differently. What I mean is... Work as if... ... every quarter is a fiscal year ... every week is a month ......

Feb 111 min read

Imagine a revenue team spending 80% of their time on work that doesn't generate revenue.

Imagine a revenue team spending 80% of their time on work that doesn't generate revenue. You likely have... ...a version of this. ⬜⬜⬜...

Feb 102 min read

2025 Growth Engine

In 2025, I'll be posting more often about a critical & pervasive problem: post-sales revenue. 🟥🟥🟥 In almost every business 🟥🟥🟥 →...

Jan 131 min read

Poor client retention? Anemic client expansion revenue? 7 Reasons to watch this 4 min video

(1) Underscoring one of the most common root causes (2) A conceptual framework directing post-sales efforts (3) A pragmatic tool to...

Nov 4, 20241 min read

5 Approaches to Creating Scale

"You want me to do far more with the same amount of people?!" Yes. Yes, we do. Why? Because it’s possible. Because of other options like...

Oct 28, 20241 min read

Stop Running The Business In Your Head

"The problem is that most [#CEOs*] run their businesses in their heads." A 30-year investing veteran... ...from the PE space (primarily...

Jul 16, 20241 min read

Beware of Disdain for the Competition

A disdain for the competition is problematic. Unless you're absolutely crushing all your growth goals, or... ...have a monopoly in your...

Jul 15, 20241 min read

Has your org invested in tangible operational norms to create the cultural norms you hear leadership aspiring to see in its workforce?

I'm tired of hearing "[Fill in the blank] generation of workers are [complaint about work ethic]!" Question is: What have you done about...

Jul 9, 20241 min read

Reduce Organizational Whiplash By Refining Your Strategy

Your org is suffering from whiplash (and a likely a lack of sound strategy) if you see things like... → "We're building this product!" ...

Jul 8, 20241 min read

Organizational Focus and Discipline

Focus & discipline are standard ingredients for ongoing growth, yet (somehow) often missing. This 2 min video elaborates. 🟨🟨🟨 QUICK...

Jul 1, 20241 min read

LEARN [ Blog ]

Why don't you have a post-sales MEDDIC (Renewal Qualification)?

What if Product Team Had QUOTA?

Your business might need heart surgery ... like my wife did

Product says it's a GTM problem & GTM says it's a Product problem

Your Best Sales Reps Are Not Within Your Four Walls

Concepts + Practices + Tools = Success

VALUE

5 NON-NEGOTIABLE'S for every quota-carrying individual

7 Pragmatic AI Use Cases for Customer Success + Account Mgmt

This is an illustration from my upcoming book

What if you operated as if every quarter was a fiscal year and each week was a whole month?

Imagine a revenue team spending 80% of their time on work that doesn't generate revenue.

2025 Growth Engine

Poor client retention? Anemic client expansion revenue? 7 Reasons to watch this 4 min video

5 Approaches to Creating Scale

Stop Running The Business In Your Head

Beware of Disdain for the Competition

Has your org invested in tangible operational norms to create the cultural norms you hear leadership aspiring to see in its workforce?

Reduce Organizational Whiplash By Refining Your Strategy

Organizational Focus and Discipline

Ready to Accelerate Growth in Revenue, Profit, or People?

CONNECT

LEARN [ Blog ]

Why don't you have a post-sales MEDDIC (Renewal Qualification)?

What if Product Team Had QUOTA?

Your business might need heart surgery ... like my wife did

Product says it's a GTM problem & GTM says it's a Product problem

Your Best Sales Reps Are Not Within Your Four Walls

Concepts + Practices + Tools = Success

VALUE

5 NON-NEGOTIABLE'S for every quota-carrying individual

7 Pragmatic AI Use Cases for Customer Success + Account Mgmt

This is an illustration from my upcoming book

What if you operated as if every quarter was a fiscal year and each week was a whole month?

Imagine a revenue team spending 80% of their time on work that doesn't generate revenue.

2025 Growth Engine

Poor client retention? Anemic client expansion revenue? 7 Reasons to watch this 4 min video

5 Approaches to Creating Scale

Stop Running The Business In Your Head

Beware of Disdain for the Competition

Has your org invested in tangible *operational norms* to create the *cultural norms* you hear leadership aspiring to see in its workforce?

Reduce Organizational Whiplash By Refining Your Strategy

Organizational Focus and Discipline

Ready to Accelerate Growth in Revenue, Profit, or People?

CONNECT

Has your org invested in tangible operational norms to create the cultural norms you hear leadership aspiring to see in its workforce?