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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.
No more "Hunters vs Farmers"
No more βfarmers vs huntersβ Blueprint for a post-sales revenue growth engine: π₯π₯π₯ THE CONTEXT π₯π₯π₯ Enterprise B2B wants NRR >110%....
Mar 31, 20252 min read
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5 Post-Sales Truths to Stop Revenue Leakage
π± π£π’π¦π§ π¦ππππ¦ π§π₯π¨π§ππ¦ revenue leaders are ignoring: π¨π¨π¨ REMINDERS π¨π¨π¨ 1οΈβ£ πΎπͺπ¨π©π€π’ππ§ π¨πͺππππ¨π¨...
Mar 30, 20251 min read
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SaaS in the streets - Service in the sheet
"SaaS on the streets, and Services in the sheets!" π¨π¨π¨ WHAT? π¨π¨π¨ This is a crass phrase someone once used to note a very common...
Mar 29, 20251 min read
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The confused mind never buys.
βThe confused mind never buys.β π¨π¨π¨ YOUβVE BEEN THERE π¨π¨π¨ Youβre on the buyerβs side of the table. Itβs a serious decision. New...
Mar 28, 20251 min read
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No one really wants your product
Clients don't care about your your product. Nope. Not even with all that cool AI. They care about something else, that they think your...
Mar 27, 20252 min read
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There's an elephant in the post-sales room that we have to discuss...
There's an elephant in the post-sales room that we have to discuss... π₯ PROBLEM π₯ You need commercial outcomes β’ Renewals β’ SKU...
Mar 26, 20251 min read
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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 25, 20251 min read
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What if Product Team Had QUOTA?
Why doesn't Product have quota? Conversion rates? What I mean is, Product could benefit from... π₯π₯π₯ SALES DISCIPLINES π₯π₯π₯ Sales...
Mar 24, 20252 min read
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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) π¨π¨π¨ YOUR BIZ π¨π¨π¨ Maybe numbers aren't...
Mar 19, 20252 min read
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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. π₯π₯π₯ YOU KNOW HOW IT GOES π₯π₯π₯ It's nothing new. #GTM says: β We'd...
Mar 17, 20251 min read
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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 15, 20251 min read
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Concepts + Practices + Tools = Success
3 questions some of the most senior revenue leaders still can't tell me... [1 min read time] π₯π₯π₯ QUESTIONS π₯π₯π₯ For your existing...
Mar 13, 20251 min read
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VALUE
There's a good chance you're forgetting something crucial... π₯π₯π₯ THE PUNCHLINE π₯π₯π₯ Everything starts with delivering ββββ VALUE...
Mar 10, 20251 min read
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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 7, 20251 min read
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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 5, 20251 min read
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This is an illustration from my upcoming book
This is an illustration from my upcoming book. It's about making B2B Renewal & Expansion $$$ go βββ π₯π₯π₯ Why π₯π₯π₯ 80-90% of revenue...
Mar 4, 20251 min read
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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 11, 20251 min read
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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. β¬β¬β¬...
Feb 10, 20252 min read
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2025 Growth Engine
In 2025, I'll be posting more often about a critical & pervasive problem: post-sales revenue. π₯π₯π₯ In almost every business π₯π₯π₯ β...
Jan 13, 20251 min read
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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
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