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Growth stalled after years of acceleration? Research* points to 4 primary causes... ...within management's control. __________________...

What does it mean to win? Really, what game is your organization playing? Why? On what time frame? How do you intend to win? What...

"it's not possible." Revenue goal. Profitability goal. Whatever goal. As soon as I hear this, I get excited. I'm wired to prove people...

'I was in 50 sales meetings in 30 days.' This was the answer I got from a new #CRO. The question I asked was: → You've been here 45 days,...

Executive Transplant Rejection & Failure We've all seen it. A perfectly great exec fails... ...after joining a new organization. Like...

The #Superpower of #SuperAccelerators is #Simplicity Give me 30 sec to explain... (This is all based upon Heidrick & Struggles research)...

"We're in Private Equity mode" I've heard this statement too many times. Those saying it usually mean the biz is... → Cutting cost to the...

"The only reason we're in this spot is my own incompetence." This is a quote from... ...one of my clients. We were at breakfast...

Client churn & NRR challenges abound. What's going on? SIMPLE MATH: → A 5-yr partnership at $1M/yr contract = $5M → $1M of that $5M is...

There are only 3 things that matter to your Board, Wall Street analysts, etc. G.P.C. 1️⃣ GROWTH Top-line revenue expansion 2️⃣ PROFIT...

Painkillers = Good | Vitamins = 'Meh' I'm talking about what you're offering. • Your product • Your service • Your process It should...

The best sales people don't sell… They believe... ...so genuinely, so completely, with certainty... ...that what they're a part of......

Revenue or Profitability problem(s)? Here are 5 approaches I use with clients to clarify... ...what problems they actually need to solve....

What if you could SCORE how action-oriented you were in Q4? If you were clear on outcomes? Yesterday, I sent an exec a Q4 debrief report....

OKRs kind of stink. Really. Sure. Intel used them. Google uses them. So... ...what's wrong with OKRs? ______________________ → THEY'RE...

7X'ing a sizable business.  It's not easy. But it also doesn't have to be so terribly hard. This client endorsement makes me happy. As an...

Business is war.  Or at the least, war-like. What are we warring against? We battle against... → Volatility, uncertainty, complexity,...

"It's the hashtag#CRO / hashtag#CMO / hashtag#SalesRep 's fault!" Lean thinking states that we blame the process, not... ...the person...

24 critical (and brief) questions for 2024! [ Strategy / Execution / People ] Scorecard Give yourself 1 point for each of the...

"How will you win?" #CEOs often don't (or can't) give me a straight answer. There's a standard list of moves in the competitive strategy...