OK, I'm being purposefully provocative. But I do think we have things backwards, … [Read more...]
Tag: Sales Strategies
We Have It Ass-backwards, Lead Gen Is Your Least Important Priority!
"Systems" Are People Interacting Posted on July, 2025
When we look at our GTM strategies, ideally, we are leveraging systems … [Read more...]
Moving From "Doing More Things," To "Doing Things That Matter More..." Posted on July, 2025
We've been conditioned to think that productivity is driven by doing more … [Read more...]
"8 Hours Of Work In 20 Minutes" Posted on June, 2025
I used to think I was productive. Then I discovered how much more productive I … [Read more...]
When Verbs Turn To Nouns Posted on June, 2025
John Dougan posted something interesting on LinkedIn (There is so little … [Read more...]
Our Models Limit Us, Dangerously Posted on June, 2025
We build all sorts of models to help us understand our customers, markets, … [Read more...]
"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...]
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