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"SaaS on the streets, and Services in the sheets!" 🟨🟨🟨 WHAT? 🟨🟨🟨 This is a crass phrase someone once used to note a very common...

“The confused mind never buys.” 🟨🟨🟨 YOU’VE BEEN THERE 🟨🟨🟨 You’re on the buyer’s side of the table. It’s a serious decision. New...

Clients don't care about your your product. Nope. Not even with all that cool AI. They care about something else, that they think your...

There's an elephant in the post-sales room that we have to discuss... 🟥 PROBLEM 🟥 You need commercial outcomes • Renewals • SKU...

Customer churn issues? You need a renewal qualification process. You have deal qualification in sales. Why wouldn't you have the same...

Why doesn't Product have quota? Conversion rates? What I mean is, Product could benefit from... 🟥🟥🟥 SALES DISCIPLINES 🟥🟥🟥 Sales...

No amount of sales will make up for a leaky bucket. How leaky is yours? 🟨🟨🟨 BENCHMARKS 🟨🟨🟨 Among the many different sources the...

Your business might need heart surgery ... like my wife did. (Give me 60 sec to explain) 🟨🟨🟨 YOUR BIZ 🟨🟨🟨 Maybe numbers aren't...

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. ⬜⬜⬜...

The best compliment I received this week was... "We've had a lot of consultants and advisors and coaches in here over the years and...

No one wants another product. This includes your newly AI-powered SaaS whizzbang. What do they want...? ⬜⬜⬜ WHAT CLIENTS WANT ⬜⬜⬜ They...

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