Articles on growth strategy.
The best-run client relationships often generate the fewest conversations, which is exactly how a decade of goodwill ends up resting on one person's job security.
When your addressable market is a list of names rather than a percentage, growth stops being a forecast and becomes…
When a new offer sells well to people who already trust you, the thing being tested is the relationship, not…
Owner-held relationships feel like an asset right up to the moment someone tries to buy them, and then they quietly…
A sales hire is an investment with a lag, and most growth plans quietly assume the return begins on the…
A forecast is a guess about the world. A cost base is a decision you have already made. Most annual…
Payback period describes the health of one customer. It says almost nothing about whether the business can afford to acquire…
Signing a channel partner is cheap and feels like distribution. Whether they ever sell anything is largely decided before the…
Weighted pipeline is an average across a portfolio most sales teams do not actually have, and the miss is usually…
Repeat business and contracted business look identical in the accounts and behave completely differently the moment somebody else has to…
Everything here is free to read with an account, and always will be. What it cannot do is tell you which of these applies to your numbers, your market and your constraints. That is the work we do with clients.
