Product says it's a GTM problem. GTM says it's a Product problem. 🟥🟥🟥 YOU KNOW HOW IT GOES 🟥🟥🟥 It's nothing new. #GTM says: → We'd...

Your best sales team? You don't incentivize them. They don't even work for you. Who are your best sellers? Delighted clients. They're...

3 questions some of the most senior revenue leaders still can't tell me... [1 min read time] 🟥🟥🟥 QUESTIONS 🟥🟥🟥 For your existing...

There's a good chance you're forgetting something crucial... 🟥🟥🟥 THE PUNCHLINE 🟥🟥🟥 Everything starts with delivering ⇒⇒⇒⇒ VALUE...

5 NON-NEGOTIABLE'S for every quota-carrying individual. Tough love & just shooting straight ... Applicable for both new logo sales reps...

7 AI use cases - in Customer Success / Acct Mgmt -- Effectiveness & Efficiency We've already implemented these within our client base...

This is an illustration from my upcoming book. It's about making B2B Renewal & Expansion $$$ go ↑↑↑ 🟥🟥🟥 Why 🟥🟥🟥 80-90% of revenue...

I want everyone to operate differently. What I mean is... Work as if... ... every quarter is a fiscal year ... every week is a month ......

Imagine a revenue team spending 80% of their time on work that doesn't generate revenue. You likely have... ...a version of this. ⬜⬜⬜...

In 2025, I'll be posting more often about a critical & pervasive problem: post-sales revenue. 🟥🟥🟥 In almost every business 🟥🟥🟥 →...

(1) Underscoring one of the most common root causes (2) A conceptual framework directing post-sales efforts (3) A pragmatic tool to...

"Very specific, very clear actions that will definitively move the ball forward on this issue." This is often what... ...I hear in...

"They have to stop calling them #aggressive #goals..." Recently one of my favorite #CROs said this... ...while we were having coffee. I...

How does the #right thing happen, when the #CEO is #wrong about it? A few examples: 🔺 Larry Page was highly hesitant about Chrome...

Everyone is working hard. Long hours. 'At capacity.' Yet results aren't coming... Is this a #Strategy issue? → The wrong goals? → The...

One of the most valuable yet overlooked roles to any #Revenue team (and thus any business at-large) is... ....#RevOps. Rev Ops is not...

4 years ago today, I launched this business. Over the weekend a client sent me this email: _________________ Hey Zito, Just wanted to say...

Cutting your B2B #Marketing budget? Expect to be cutting your #Revenue growth. Several studies consistently show that B2B buyers are more...

What does it feel like to be wrong? It feels exactly like being right (up until the moment... ...you realize you're wrong) It's only then...

What one thing most separates winning sellers & vendors? Research* of over 700 B2B transactions... ... asked the buyers in each...