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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.
Your Hype Cycle is Killing your NRR
โThe happiest a client ever is with your product is the day they sign the contract.โ ๐จ๐จ๐จ YOUR HYPE CYCLE ๐จ๐จ๐จ The hype cycle doesnโt...
Jun 10, 20251 min read
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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 9, 20251 min read
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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. ๐ฅ๐ฅ๐ฅ THE...
May 29, 20251 min read
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Growth isn't a mandate - It's a system you build
๐ช๐ฎ๐ป๐ ๐ฟ๐ฒ๐๐ฒ๐ป๐๐ถ๐ผ๐ป, ๐ฒ๐
๐ฝ๐ฎ๐ป๐๐ถ๐ผ๐ป & ๐ฒ๐ป๐๐ฒ๐ฟ๐ฝ๐ฟ๐ถ๐๐ฒ ๐ด๐ฟ๐ผ๐๐๐ต ๐ณ๐ฟ๐ผ๐บ ๐๐ฆ? ๐ฌ๐ผ๐ ๐ฐ๐ฎ๐ปโ๐ ๐ท๐๐๐ ๐๐ฒ๐...
May 19, 20251 min read
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Commercialize Customer Success
๐ฌ๐ผ๐๐ฟ ๐๐๐๐๐ผ๐บ๐ฒ๐ฟ ๐ฆ๐๐ฐ๐ฐ๐ฒ๐๐ ๐๐ฒ๐ฎ๐บ ๐ฎ๐น๐ฟ๐ฒ๐ฎ๐ฑ๐ ๐ต๐ฎ๐ ๐๐ฟ๐๐๐. ๐๐๐ ๐๐ต๐ฒ๐'๐ฟ๐ฒ ๐๐ถ๐๐๐ถ๐ป๐ด ๐ผ๐ป ๐ฎ...
Apr 28, 20251 min read
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Systems x Skills x Disciplined Change Mgmt = Predictable Revenue
๐ฃ๐ฟ๐ฒ๐ฑ๐ถ๐ฐ๐๐ฎ๐ฏ๐น๐ฒ ๐ฟ๐ฒ๐๐ฒ๐ป๐๐ฒ ๐ฑ๐ผ๐ฒ๐๐ป'๐ ๐ฐ๐ผ๐บ๐ฒ ๐ฒ๐ฎ๐๐. ๐ถ๐ณ ๐๐ผ๐ ๐ฑ๐ผ๐ป'๐ ๐ต๐ฎ๐๐ฒ ๐ถ๐. ๐ง๐ต๐ฒ๐ฟ๐ฒ'๐ ๐ฎ...
Apr 18, 20252 min read
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Every client interaction earns or erodes THE RENEWAL (AND REVENUE)
๐ฅ๐ฒ๐ป๐ฒ๐๐ฎ๐น๐ ๐ฑ๐ผ๐ปโ๐ ๐๐๐ฎ๐ฟ๐ ๐ต๐ฌ ๐ฑ๐ฎ๐๐ ๐ฏ๐ฒ๐ณ๐ผ๐ฟ๐ฒ ๐๐ต๐ฒ ๐ฐ๐ผ๐ป๐๐ฟ๐ฎ๐ฐ๐ ๐ฒ๐ป๐ฑ๐. ๐ง๐ต๐ฒ๐ ๐๐๐ฎ๐ฟ๐ ๐ผ๐ป ๐๐ฎ๐...
Apr 16, 20251 min read
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Post-Sales Team need an infrastructure with the same rigor and effectiveness of Sales Teams
๐ฌ๐ผ๐ ๐ฑ๐ผ๐ปโ๐ ๐น๐ผ๐๐ฒ ๐ฎ ๐๐ฒ๐ป๐๐ฝ๐ผ๐น๐ฒ ๐ฐ๐๐๐๐ผ๐บ๐ฒ๐ฟ ๐ผ๐๐ฒ๐ฟ๐ป๐ถ๐ด๐ต๐. ๐ฌ๐ผ๐ ๐น๐ผ๐๐ฒ ๐๐ต๐ฒ๐บ ๐ผ๐๐ฒ๐ฟ ๐บ๐ผ๐ป๐๐ต๐ ๐ผ๐ณ...
Apr 15, 20251 min read
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You didnโt need another training program
You didnโt need another training program. You needed change management. ๐ฅ๐ฅ๐ฅ THE FAILURE MODE ๐ฅ๐ฅ๐ฅ You dropped six figures on...
Apr 10, 20251 min read
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Customer success is not here just to make customers successful
โ๐๐๐๐๐ผ๐บ๐ฒ๐ฟ ๐ฆ๐๐ฐ๐ฐ๐ฒ๐๐ ๐ฑ๐ผ๐ฒ๐๐ป'๐ ๐๐ฒ๐น๐น.โ ๐ง๐ต๐ถ๐ ๐ฃ๐ข๐ฉ ๐ถ๐ ๐ฐ๐ผ๐๐๐ถ๐ป๐ด ๐๐ผ๐ ๐บ๐ถ๐น๐น๐ถ๐ผ๐ป๐. ๐ฅ๐ฅ๐ฅ THE...
Apr 9, 20251 min read
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It's time to remove your BRILLIANT JERK
"I fired our highest-paid, highest-performing sales rep." ๐ฅ๐ฅ๐ฅ THE PROBLEM ๐ฅ๐ฅ๐ฅ This exec I know went on to say: โ โHe was terrible...
Apr 8, 20251 min read
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You're setting money on fire ๐ฅ Running sales training like itโs 2010. You need a performance engine.
You're setting money on fire ๐ฅ Running sales training like itโs 2010. You need a performance engine. [~5 min video] ๐ฅ๐ฅ๐ฅ THE PROBLEM...
Apr 4, 20251 min read
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Q2 starts NOW. Every rep should ask these CONTINUOUS IMPROVEMENT Questions
Q2 starts NOW -- 5 questions every quota-carrying rep should ask themselves. ๐ฅ๐ฅ๐ฅ THE RESET ๐ฅ๐ฅ๐ฅ New quarter. New goal. New you. No...
Apr 1, 20251 min read
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No more "Hunters vs Farmers"
No more โfarmers vs huntersโ Blueprint for a post-sales revenue growth engine: ๐ฅ๐ฅ๐ฅ THE CONTEXT ๐ฅ๐ฅ๐ฅ Enterprise B2B wants NRR >110%....
Mar 31, 20252 min read
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5 Post-Sales Truths to Stop Revenue Leakage
๐ฑ ๐ฃ๐ข๐ฆ๐ง ๐ฆ๐๐๐๐ฆ ๐ง๐ฅ๐จ๐ง๐๐ฆ revenue leaders are ignoring: ๐จ๐จ๐จ REMINDERS ๐จ๐จ๐จ 1๏ธโฃ ๐พ๐ช๐จ๐ฉ๐ค๐ข๐๐ง ๐จ๐ช๐๐๐๐จ๐จ...
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!" ๐จ๐จ๐จ WHAT? ๐จ๐จ๐จ 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.
โThe confused mind never buys.โ ๐จ๐จ๐จ YOUโVE BEEN THERE ๐จ๐จ๐จ Youโre on the buyerโs side of the table. Itโs 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... ๐ฅ PROBLEM ๐ฅ You need commercial outcomes โข Renewals โข 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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