by Bradley Gifford and Jay Harrison | Oct 13, 2025 | Blog
Hot take: The loyal customer you brag about might be the single biggest threat to your forecast. When one account holds a giant slice of your revenue, you’re not stable—you’re balanced on a shaky barstool. Four signals you’re in the Loyal Customer Trap—and how to...
by Bradley Gifford and Jay Harrison | Oct 13, 2025 | Blog
Yes, conditions tighten. No, that doesn’t explain everything. When spend shrinks, buyers don’t stop buying—they start prioritizing. The winners become uncuttable; everyone else becomes “later.” If your pipeline’s stuck and renewals wobble, the market isn’t your...
by Bradley Gifford and Jay Harrison | Oct 13, 2025 | Blog
Revenue per employee (RPE) is like that fitness tracker on your wrist—it tells you something useful, but if you obsess over it, you’ll end up injured. Here’s why RPE matters, why it’s misleading, and how AI changes the game: Here are a few uncomfortable truths: Low...
by Bradley Gifford and Jay Harrison | Oct 13, 2025 | Blog
Growth doesn’t stall because of the market hates you so much as it may be stalling because your teams have stopped talking to each other.
A likely reality: the same “professionalization” that once felt like progress — hiring specialists, creating departments,...
by Bradley Gifford and Jay Harrison | Oct 12, 2025 | Blog
When revenue stalls, the board points at the CEO, the CEO points at the CRO, and the CRO points at—you guessed it—the sellers. Cue the “my team just isn’t good enough” narrative. It’s a familiar script, but also one of the most damaging traps mid-market companies fall...
by Bradley Gifford and Jay Harrison | Oct 10, 2025 | Blog
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.” Meanwhile, your growth is flat, your top customer sneezes and you catch pneumonia, and your flagship product is two releases behind the...
