#CRO 3/5

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.

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 17, 20251 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 15, 20251 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 13, 20251 min read

VALUE

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

Mar 10, 20251 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 7, 20251 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 5, 20251 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 4, 20251 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 11, 20251 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 10, 20252 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 13, 20251 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

Pragmatic Actions for Complex Challenges

"Very specific, very clear actions that will definitively move the ball forward on this issue." This is often what... ...I hear in...

May 21, 20241 min read

Generative Language Thinking Doing for Exciting Goals

"They have to stop calling them #aggressive #goals..." Recently one of my favorite #CROs said this... ...while we were having coffee. I...

May 20, 20241 min read

How Does The Right Thing Happen... When The CEO Is Wrong About it?

How does the #right thing happen, when the #CEO is #wrong about it? A few examples: 🔺 Larry Page was highly hesitant about Chrome...

May 13, 20241 min read

Everyone Is Working At Capacity. Yet Results Still Aren't Coming?

Everyone is working hard. Long hours. 'At capacity.' Yet results aren't coming... Is this a #Strategy issue? → The wrong goals? → The...

May 9, 20241 min read

You Have a Complex Revenue Machine, It Needs To Be Engineered + Optimized To Break Through REVENUE PLATEAUS and to identify PROFIT OPPORTUNITIES

One of the most valuable yet overlooked roles to any #Revenue team (and thus any business at-large) is... ....#RevOps. Rev Ops is not...

May 2, 20241 min read

Year 4 Helping Ambitious Execs & Orgs Solve Complex Challenges Across REVENUE - PROFIT - PEOPLE by Refining Strategy + Execution

4 years ago today, I launched this business. Over the weekend a client sent me this email: _________________ Hey Zito, Just wanted to say...

May 1, 20242 min read

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

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

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