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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.
Addressing the Ebbinghaus Forgetting Curve
This chart is why sales training rarely turns into improved sales outcomes [2 min video]. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 You spend $100K+ on...
Jun 161 min read
Your Hype Cycle is Killing your NRR
“The happiest a client ever is with your product is the day they sign the contract.” 🟨🟨🟨 YOUR HYPE CYCLE 🟨🟨🟨 The hype cycle doesn’t...
Jun 101 min read
Pipeline Generation Sprints
Need more sales pipeline? Take 90 sec to watch this video. I cover: 1. A fairly simple truth 2. A case study from this week 3. The math...
Jun 91 min read
What's the value of AI in your post-sales org?
What's the value of #AI in your post-sales org? This 3 min video explains how we quantified it... ...for one of my clients. 🟥🟥🟥 THE...
May 291 min read
Growth isn't a mandate - It's a system you build
𝗪𝗮𝗻𝘁 𝗿𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻, 𝗲𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻 & 𝗲𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗴𝗿𝗼𝘄𝘁𝗵 𝗳𝗿𝗼𝗺 𝗖𝗦? 𝗬𝗼𝘂 𝗰𝗮𝗻’𝘁 𝗷𝘂𝘀𝘁 𝘀𝗲𝘁...
May 191 min read
Commercialize Customer Success
𝗬𝗼𝘂𝗿 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝘁𝗲𝗮𝗺 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗵𝗮𝘀 𝘁𝗿𝘂𝘀𝘁. 𝗕𝘂𝘁 𝘁𝗵𝗲𝘆'𝗿𝗲 𝘀𝗶𝘁𝘁𝗶𝗻𝗴 𝗼𝗻 𝗮...
Apr 281 min read
Systems x Skills x Disciplined Change Mgmt = Predictable Revenue
𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗮𝗯𝗹𝗲 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗱𝗼𝗲𝘀𝗻'𝘁 𝗰𝗼𝗺𝗲 𝗲𝗮𝘀𝘆. 𝗶𝗳 𝘆𝗼𝘂 𝗱𝗼𝗻'𝘁 𝗵𝗮𝘃𝗲 𝗶𝘁. 𝗧𝗵𝗲𝗿𝗲'𝘀 𝗮...
Apr 182 min read
Every client interaction earns or erodes THE RENEWAL (AND REVENUE)
𝗥𝗲𝗻𝗲𝘄𝗮𝗹𝘀 𝗱𝗼𝗻’𝘁 𝘀𝘁𝗮𝗿𝘁 𝟵𝟬 𝗱𝗮𝘆𝘀 𝗯𝗲𝗳𝗼𝗿𝗲 𝘁𝗵𝗲 𝗰𝗼𝗻𝘁𝗿𝗮𝗰𝘁 𝗲𝗻𝗱𝘀. 𝗧𝗵𝗲𝘆 𝘀𝘁𝗮𝗿𝘁 𝗼𝗻 𝗗𝗮𝘆...
Apr 161 min read
Post-Sales Team need an infrastructure with the same rigor and effectiveness of Sales Teams
𝗬𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗹𝗼𝘀𝗲 𝗮 𝘁𝗲𝗻𝘁𝗽𝗼𝗹𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗼𝘃𝗲𝗿𝗻𝗶𝗴𝗵𝘁. 𝗬𝗼𝘂 𝗹𝗼𝘀𝗲 𝘁𝗵𝗲𝗺 𝗼𝘃𝗲𝗿 𝗺𝗼𝗻𝘁𝗵𝘀 𝗼𝗳...
Apr 151 min read
You didn’t need another training program
You didn’t need another training program. You needed change management. 🟥🟥🟥 THE FAILURE MODE 🟥🟥🟥 You dropped six figures on...
Apr 101 min read
Customer success is not here just to make customers successful
“𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗱𝗼𝗲𝘀𝗻'𝘁 𝘀𝗲𝗹𝗹.” 𝗧𝗵𝗶𝘀 𝗣𝗢𝗩 𝗶𝘀 𝗰𝗼𝘀𝘁𝗶𝗻𝗴 𝘆𝗼𝘂 𝗺𝗶𝗹𝗹𝗶𝗼𝗻𝘀. 🟥🟥🟥 THE...
Apr 91 min read
It's time to remove your BRILLIANT JERK
"I fired our highest-paid, highest-performing sales rep." 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 This exec I know went on to say: → “He was terrible...
Apr 81 min read
You're setting money on fire 🔥 Running sales training like it’s 2010. You need a performance engine.
You're setting money on fire 🔥 Running sales training like it’s 2010. You need a performance engine. [~5 min video] 🟥🟥🟥 THE PROBLEM...
Apr 41 min read
Q2 starts NOW. Every rep should ask these CONTINUOUS IMPROVEMENT Questions
Q2 starts NOW -- 5 questions every quota-carrying rep should ask themselves. 🟥🟥🟥 THE RESET 🟥🟥🟥 New quarter. New goal. New you. No...
Apr 11 min read
No more "Hunters vs Farmers"
No more “farmers vs hunters” Blueprint for a post-sales revenue growth engine: 🟥🟥🟥 THE CONTEXT 🟥🟥🟥 Enterprise B2B wants NRR >110%....
Mar 312 min read
5 Post-Sales Truths to Stop Revenue Leakage
𝟱 𝗣𝗢𝗦𝗧 𝗦𝗔𝗟𝗘𝗦 𝗧𝗥𝗨𝗧𝗛𝗦 revenue leaders are ignoring: 🟨🟨🟨 REMINDERS 🟨🟨🟨 1️⃣ 𝘾𝙪𝙨𝙩𝙤𝙢𝙚𝙧 𝙨𝙪𝙘𝙘𝙚𝙨𝙨...
Mar 301 min read
SaaS in the streets - Service in the sheet
"SaaS on the streets, and Services in the sheets!" 🟨🟨🟨 WHAT? 🟨🟨🟨 This is a crass phrase someone once used to note a very common...
Mar 291 min read
The confused mind never buys.
“The confused mind never buys.” 🟨🟨🟨 YOU’VE BEEN THERE 🟨🟨🟨 You’re on the buyer’s side of the table. It’s a serious decision. New...
Mar 281 min read
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 272 min read
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... 🟥 PROBLEM 🟥 You need commercial outcomes • Renewals • SKU...
Mar 261 min read
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