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Vectors, AI, and the CEO’s Growth Equation
If your incentive plan still relies on heroic quarter-end saves, SPIFF roulette, and a quota cushion big…
Build a Comp Plan That Grows Up—Not Just Grows Bigger
If your incentive plan still relies on heroic quarter-end saves, SPIFF roulette, and a quota cushion big…
The CRM Era Is Over. The Age of Sales Liberation Has Begun.
For decades, CRM systems were built to keep companies informed — not sellers inspired. They preserved…
Discovering Outcomes
We have spent the past three posts talking about discovery, and I would like to continue the series as it is such…
Social Proof
The concept of social proof is talked about quite a bit by sellers, marketers, sales coaches, and executives…
Your next buyer may never visit your site—and it won’t be because your SEO “slipped.”
It’ll be because an AI answered their question before they ever clicked. Here’s the uncomfortable shift…
Your “loyal” customers might be a big risk.
The loyal customer you brag about might be the single biggest threat to your forecast. When one account holds…
“It’s the Market” Is a Half-Truth—and a Full Stop to Growth
Yes, conditions tighten. No, that doesn’t explain everything. When spend shrinks, buyers don’t stop…
Revenue Per Employee: Your Best Friend, Your Worst Frenemy
Revenue per employee (RPE) is like that fitness tracker on your wrist—it tells you something useful, but…
Your Org Chart Might Be the Real Growth Killer
Growth doesn’t stall because of the market hates you so much as it may be stalling because your teams have…
Stop Blaming Your Sellers for Stalled Growth
When revenue stalls, the board points at the CEO, the CEO points at the CRO, and the CRO points at—you guessed…
Stop Whispering “We Can’t Afford It” — You Can’t Afford Not To
Let’s say the quiet part out loud: “We can’t afford it now” is code for “we don’t want to be accountable for a bet…
The Success Trap: When Yesterday’s Wins Become Tomorrow’s Weight
If you’re leading a software, SaaS, services, or tech company, here’s the uncomfortable truth: the strategy that got…
Why Your Company’s Growth Has Stalled (and No, Hiring More Salespeople Won’t Fix It)
Most companies don’t stall because of the economy, the market, or “bad luck.” They stall because they confuse…