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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.
Why New CROs Fail - And What To Do About It
The average CRO lasts less than 2 years. It's not a "bad fit" problem. It’s not a talent problem. It’s a design failure. 🟥🟥🟥 THE BREAKDOWN 🟥🟥🟥 Companies burn through hiring new CROs to 'fix sales' or 'drive growth' But here’s what really happens: ❌ The CEO expects quick wins despite having quarters or years of a mess to clean up ❌ The CRO expects playbooks proven previously will work just as well in the new environment ❌ No one has a structured approach to systema
Oct 12 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
Beware of Disdain for the Competition
A disdain for the competition is problematic. Unless you're absolutely crushing all your growth goals, or... ...have a monopoly in your...
Jul 15, 20241 min read
Reduce Organizational Whiplash By Refining Your Strategy
Your org is suffering from whiplash (and a likely a lack of sound strategy) if you see things like... → "We're building this product!" ...
Jul 8, 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
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
Can you 10X Revenue From Existing Clients? FORMULA + SCORECARD
"How do you 10X revenue from a single client in less than 2 years?" ($1M to $11M) I asked this... ...of a client while discussing recent...
Apr 22, 20242 min read
Looking for 4 More CEOs to Include in my Q2 Growth Strategy (x)formation Program
A pragmatic, methodical approach to planning growth in #Revenue, #Profit and ultimately #Valuation. It exists. → It's not a magic wand. →...
Apr 15, 20241 min read
Growth Levers
It's an absurd question. To maximize #Revenue #Growth, if you could pick only 1 of the following... ...and improve it by X% which of...
Apr 10, 20242 min read
Q1 vs Q2
Didn't hit Q1 numbers? A bit soft or a big gap? How do you plan to hit Q2 and beyond? If you didn't hit Q1, was it... • Execution? ...
Apr 9, 20241 min read
Why Don't You Have a Sparring Partner?
You need a sparring partner. What I mean is this... Yesterday, I watched a complete rockstar make a 180 in strategy they had been close...
Apr 3, 20241 min read
What it Feels Like to Clear the Path for Revenue, Profit, Predictability
You come in stressed. Overwhelmed. The firehose of competing demands and... ...fire drills, distracting you from what's important. What's...
Apr 2, 20242 min read
Simplicity
The #Superpower of #SuperAccelerators is #Simplicity Give me 30 sec to explain... (This is all based upon Heidrick & Struggles research)...
Mar 23, 20241 min read
Vitamins or Painkillers
Painkillers = Good | Vitamins = 'Meh' I'm talking about what you're offering. • Your product • Your service • Your process It should...
Feb 8, 20242 min read
The Rumelt Strategy Chain
Results lagging? Operational friction slowing your path toward #profitable #growth? This 3 step framework is a powerful beginning point...
Jul 25, 20231 min read
Unexceptional Performance with Exceptional Execs/Orgs is Unfortunate But Natural
It's hard for exceptional #CEOs to admit that they (or their orgs) aren't delivering. Can you be exceptional & deliver unexceptionally? ...
May 24, 20231 min read
Need To Get Buy-in?
Need to get buy-in? From clients & prospects? Employees & candidates? Board & Investors? More info is unlikely the best place to start....
May 19, 20231 min read
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