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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. ๐ฅ๐ฅ๐ฅ 3 MISSES ๐ฅ๐ฅ๐ฅ (๐ญ) ๐ฆ๐๐๐๐ฆ ๐ข๐ฅ๐๐ฆ ๐๐ฅ๐ ๐๐๐ฆ๐ฃ๐๐ฅ๐๐ง๐ ๐๐ข๐ฅ ๐๐๐๐ฃ Something isn't working today with the current approach to sอaอlอeอsอ อeอnอaอbอlอeอmอeอnอtอ. (๐ฎ) ๐ฆ๐๐๐๐ฆ ๐ข๐ฅ๐๐ฆ ๐๐ฅ๐ ๐๐๐ฆ๐ฃ๐๐ฅ๐๐ง๐ ๐ง๐ข ๐๐ ๐๐ก๐ฆ๐ฃ๐๐ฅ๐๐ Something isn't working today with how sอaอlอeอsอ อmอgอmอtอ is managing and leading (๐ฏ
Feb 21 min read
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10 Key B2B Sales Stats
๐ญ๐ฌ ๐๐ฒ๐ Stats for ๐๐ป๐๐ฒ๐ฟ๐ฝ๐ฟ๐ถ๐๐ฒ ๐๐ฎ๐ ๐ฅ๐ฒ๐๐ฒ๐ป๐๐ฒ [90 sec video] Including a "6-7!" ๐ฅ๐ฅ๐ฅ 10 QUESTIONS ๐ฅ๐ฅ๐ฅ 1 question for each statistic in the video. โ Read these like a diagnostic, โ not rhetorical questions... If they don't make sense, well...watch the video. =) (๐ญ) ๐๐ณ ๐ฏ๐๐๐ฒ๐ฟ๐ ๐ฎ๐ฟ๐ฒ ๐ฑ๐ฒ๐ฐ๐ถ๐ฑ๐ถ๐ป๐ด ๐๐ถ๐๐ต๐ผ๐๐ ๐๐ผ๐, ๐๐ต๐ฒ๐ฟ๐ฒ/๐ต๐ผ๐ ๐ถ๐ ๐๐ผ๐๐ฟ ๐ผ๐ฟ๐ด ๐ถ๐ป๐ณ๐น๐๐ฒ๐ป๐ฐ๐ถ๐ป๐ด ๐๐ต๐ฒ ๐ผ๐๐๐ฐ๐ผ๐บ๐ฒ? ________________ (๐ฎ) ๐๐ ๐๐ต๐ฎ๐ ๏ฟฝ
Jan 152 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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Do you need to fix your leaky bucket problem?
No amount of sales will make up for a leaky bucket. How leaky is yours? ๐จ๐จ๐จ BENCHMARKS ๐จ๐จ๐จ Among the many different sources the...
Mar 21, 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] ๐ฅ๐ฅ๐ฅ QUESTIONS ๐ฅ๐ฅ๐ฅ For your existing...
Mar 13, 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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No One Wants Another Product
No one wants another product. This includes your newly AI-powered SaaS whizzbang. What do they want...? โฌโฌโฌ WHAT CLIENTS WANT โฌโฌโฌ They...
Jan 20, 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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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. ๐ฅ๐ฅ๐ฅ๐ฅ๐ฅ๐ฅ๐ฅ I don't want to hear...
Oct 7, 20241 min read
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Budget Planning For 2025
6 ways you'll grow revenue in 2025: โ so fundamental, โ yet few will provide โ this view to align their org ๐ฅ๐ฅ๐ฅ๐ฅ๐ฅ Budgeting isn't...
Oct 7, 20241 min read
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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. ๐จ๐จ๐จ...
Sep 30, 20241 min read
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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
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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
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You Need Revenue? You Need Profit? The Employee is The Atomic Unit Driving Both. Your People Deserve More
You say things like "ourย #Peopleย are our greatest asset" And then... ...you make all of these moves: โ Pay them at 'at market' (or below)...
May 3, 20241 min read
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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 anyย #Revenueย team (and thus any business at-large) is... ....#RevOps. Rev Ops is not...
May 2, 20241 min read
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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
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Cutting Your Marketing Budget To Save Money Is Like Stopping Your Watch To Save Time
Cutting your B2Bย #Marketingย budget? Expect to be cutting yourย #Revenueย growth. Several studies consistently show that B2B buyers are more...
Apr 29, 20241 min read
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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
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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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