Articles on growth strategy.
The channel that brings in most of the work is usually the only one nobody manages, and that is a measurement failure long before it becomes a growth problem.
Most retention effort arrives in the final quarter of a contract, long after the customer has quietly made up their…
An average sales cycle usually describes a deal that doesn't exist, and every forecast, quota ramp and pipeline valuation built…
Most hiring decisions are priced as salary against annual revenue. The real number is the shape of the ramp, and…
A pipeline percentage is a statement of confidence, not a probability, and the gap between the two is where hiring…
Winning the decision is not the same as clearing the gate behind it, and the gate rarely gets any attention…
Accounts rarely leave because the service got worse. They leave because the person who understood why it was bought stopped…
Most of what determines the price of a business is decided long before it goes to market, and recorded in…
A customer can be profitable over a lifetime and still be a cash liability at the point you win them,…
New products usually fail inside the sales team's calendar long before they fail in the market, and the cause is…
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.
