We build all sorts of models to help us understand our customers, markets, … [Read more...]
Tag: Sales Strategies
Our Models Limit Us, Dangerously
"14% Of Our Sellers Drive 80% Of Revenue!" Posted on June, 2025
"14% of sellers drive 80% of revenue!" This, and similar data points, are … [Read more...]
What If We Started Thinking About Durable Revenue and Revenue Quality? Posted on May, 2025
We've been trained to worship the recurring revenue model. It's the star metric … [Read more...]
On Insularity Posted on May, 2025
We live in overlapping circles on "Insularity." Our families, friends, … [Read more...]
Automating The Things We Weren't Doing Anyway........ Posted on April, 2025
So many sellers are enthralled with all the time saving things AI does for them. … [Read more...]
"I Never Lost A Deal Because Of Objection Handling...." Posted on April, 2025
My thought partner, Lahat Tzvi, and I were having our monthly conversation … [Read more...]
Where Is The Customer? Posted on March, 2025
I speak with lots of leaders about their GTM strategies. My social channels are … [Read more...]
Hunting? Farming? Funting? Posted on March, 2025
Just as a humorous preface, I wanted to write about our mistaken impressions of … [Read more...]
Things That Haven't Changed..... Posted on February, 2025
We live in a world of constant disruption and change. It can be distracting as … [Read more...]
What About Problem Market Fit? Posted on February, 2025
Every founder, business strategist, revenue focused executives, product … [Read more...]
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