Articles on growth strategy.
Channel programmes are usually designed around margin percentages, but the decision that actually determines your volume is made by one salesperson with a diary.
Two customers cancel in the same week for opposite reasons. Your churn report records them identically, and that one number…
Winning a large account often means paying a step-fixed cost of admission, and the interesting question is what else that…
Pipeline is a number most businesses can grow on demand. The stock of customers willing to vouch for you is…
Late-stage objections are usually not new information. They are the first visible symptom of something the sales process skipped weeks…
Most businesses date a lost customer by the day the paperwork arrived: which is rarely the day anything was actually…
Most owners are told to document their processes before a sale. The discount buyers actually apply is aimed at something…
Two businesses with identical profits can afford very different rates of growth. The difference isn't appetite or ambition. It's a…
Most sales stages record what the seller has completed, not what the buyer has committed to, which is why the…
Referral revenue usually looks like the cheapest work you win. The reason it delivers worse than it sells is decided…
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.
