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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.
Cutting Your Marketing Budget To Save Money Is Like Stopping Your Watch To Save Time
Cutting your B2B #Marketing budget? Expect to be cutting your #Revenue growth. Several studies consistently show that B2B buyers are more...
Apr 29, 20241 min read
Cost Cutting VS Operational Scalability
Cost Mgmt. Profit improvement. It's not just about layoffs, T&E limits, and hiring freezes. Yes... ...you can cut costs. 🔴 But you can...
Apr 26, 20241 min read
What Does It Feel Like To Be Wrong?
What does it feel like to be wrong? It feels exactly like being right (up until the moment... ...you realize you're wrong) It's only then...
Apr 25, 20241 min read
Artificial Intelligence VS Natural Stupidity
"My colleagues, they study artificial intelligence; me, I study natural stupidity." - Tversky I'm with Tversky. I study, and help fix...
Apr 24, 20241 min read
The #1 Factor Differentiating Winning B2B Players From Their Competitors
What one thing most separates winning sellers & vendors? Research* of over 700 B2B transactions... ... asked the buyers in each...
Apr 23, 20241 min read
The Key Factor to Success of Strategic Initiatives
Research shows 75% of org-wide 'Strategic Initiatives' fail. This ~2 min video covers the ONE factor that... ... has the highest impact...
Apr 23, 20241 min read
Can you 10X Revenue From Existing Clients? FORMULA + SCORECARD
"How do you 10X revenue from a single client in less than 2 years?" ($1M to $11M) I asked this... ...of a client while discussing recent...
Apr 22, 20242 min read
Back to Basics - Biz isn't Growing? It's 2 of 3 things
This bears repeating! No single #GTM will likely solve for ❌'s next to the other two (see the 90 sec video). 🟩🟩🟩 ACTION 🟩🟩🟩 (1)...
Apr 22, 20241 min read
Why and How I Do What I Do
You're a #CEO, #COO, #CRO, #GM, #President. You've got a LOT on your plate. Easily put: ... aggressive goals... ... with resource...
Apr 18, 20242 min read
3 Sales Basics Still Stunting REVENUE GROWTH in Mature Orgs
$10's Million on the table. Happening in many orgs. #Revenue covers all sins. But when it plateaus... ....I'm brought in and... ...a...
Apr 17, 20242 min read
Avoid (or undoing) the Top 7 Causes of M&A FAILURE
7 avoidable M&A self-inflicted wounds. Research shows over 50% of M&A deals fail to... ...create the value intended. 🟨🟨🟨🟨🟨🟨 M&A...
Apr 16, 20241 min read
Do You Want to Do it the Hard Way or The Harder Way?
We can do this the hard way. Or you can have it the harder way. Organizations will plateau. Decades of research show the most common...
Apr 11, 20241 min read
Growth Levers
It's an absurd question. To maximize #Revenue #Growth, if you could pick only 1 of the following... ...and improve it by X% which of...
Apr 10, 20242 min read
Q1 vs Q2
Didn't hit Q1 numbers? A bit soft or a big gap? How do you plan to hit Q2 and beyond? If you didn't hit Q1, was it... • Execution? ...
Apr 9, 20241 min read
The Value of Having The End in Mind
"We're going to sell this thing for $1B in 2 1/2 years" He was wrong. It only took 2 years. It was more than $1B. I was talking to the...
Apr 4, 20242 min read
Why Don't You Have a Sparring Partner?
You need a sparring partner. What I mean is this... Yesterday, I watched a complete rockstar make a 180 in strategy they had been close...
Apr 3, 20241 min read
What it Feels Like to Clear the Path for Revenue, Profit, Predictability
You come in stressed. Overwhelmed. The firehose of competing demands and... ...fire drills, distracting you from what's important. What's...
Apr 2, 20242 min read
Top 4 Reasons for Stalled Revenue Growth
Growth stalled after years of acceleration? Research* points to 4 primary causes... ...within management's control. __________________...
Mar 29, 20242 min read
Stalking The Impossible
"it's not possible." Revenue goal. Profitability goal. Whatever goal. As soon as I hear this, I get excited. I'm wired to prove people...
Mar 27, 20242 min read
Go and See at the Actual Place
'I was in 50 sales meetings in 30 days.' This was the answer I got from a new #CRO. The question I asked was: → You've been here 45 days,...
Mar 26, 20242 min read
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