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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.
What Sales Kick-Offs Really Teach Us
This last two weeks has been Sales Kick-Off Mania. Delivering keynotes & workshops has taught Macy Tanking and me a few things. 🟥🟥🟥 3 MISSES 🟥🟥🟥 (𝟭) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗙𝗢𝗥 𝗛𝗘𝗟𝗣 Something isn't working today with the current approach to s͟a͟l͟e͟s͟ ͟e͟n͟a͟b͟l͟e͟m͟e͟n͟t͟. (𝟮) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗧𝗢 𝗕𝗘 𝗜𝗡𝗦𝗣𝗜𝗥𝗘𝗗 Something isn't working today with how s͟a͟l͟e͟s͟ ͟m͟g͟m͟t͟ is managing and leading (𝟯
Feb 21 min read
10 Key B2B Sales Stats
𝟭𝟬 𝗞𝗲𝘆 Stats for 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗕𝟮𝗕 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 [90 sec video] Including a "6-7!" 🟥🟥🟥 10 QUESTIONS 🟥🟥🟥 1 question for each statistic in the video. → Read these like a diagnostic, → not rhetorical questions... If they don't make sense, well...watch the video. =) (𝟭) 𝗜𝗳 𝗯𝘂𝘆𝗲𝗿𝘀 𝗮𝗿𝗲 𝗱𝗲𝗰𝗶𝗱𝗶𝗻𝗴 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝘆𝗼𝘂, 𝘄𝗵𝗲𝗿𝗲/𝗵𝗼𝘄 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗼𝗿𝗴 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗶𝗻𝗴 𝘁𝗵𝗲 𝗼𝘂𝘁𝗰𝗼𝗺𝗲? ________________ (𝟮) 𝗔𝘁 𝘄𝗵𝗮𝘁 �
Jan 152 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 27, 20252 min read
Do you need to fix your leaky bucket problem?
No amount of sales will make up for a leaky bucket. How leaky is yours? 🟨🟨🟨 BENCHMARKS 🟨🟨🟨 Among the many different sources the...
Mar 21, 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
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
No One Wants Another Product
No one wants another product. This includes your newly AI-powered SaaS whizzbang. What do they want...? ⬜⬜⬜ WHAT CLIENTS WANT ⬜⬜⬜ They...
Jan 20, 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
Q4 is here... Let's go
Q4 is here. For those tracking behind ambitious annual goals: it's time to see what we're made of. 🟥🟥🟥🟥🟥🟥🟥 I don't want to hear...
Oct 7, 20241 min read
Budget Planning For 2025
6 ways you'll grow revenue in 2025: → so fundamental, → yet few will provide → this view to align their org 🟥🟥🟥🟥🟥 Budgeting isn't...
Oct 7, 20241 min read
Post-Sales Commercial Motion
There's an epidemic in B2B tech impacting revenue. Take 3 min to understand 4 of the elements ... ...required to cure the problem. 🟨🟨🟨...
Sep 30, 20241 min read
Operating Partners - Part 2
Your org's #execution isn't stellar? That's common. Solving it is uncommon. How might you fix this? I dive deeply into execution, and how...
Jul 30, 20241 min read
Operating Partners - Part 1
The words 'strategy' or 'being strategic' are thrown around so often as to be nearly meaningless. I discussed this (and more) during my...
Jul 23, 20241 min read
You Need Revenue? You Need Profit? The Employee is The Atomic Unit Driving Both. Your People Deserve More
You say things like "our #People are our greatest asset" And then... ...you make all of these moves: → Pay them at 'at market' (or below)...
May 3, 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
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