Why hitting the most important customer “nerve” is the key to sales velocity. The other day I was speaking with the growth team at an exciting SaaS company. The Company …
Leading Through Difficult Times
Clear Direction and Consistency with Strong Values Can Build Enduring Cultural Advantages In 2008, I was running a travel technology company called VacationRoost when the Financial Crisis absolutely crushed the …
May I Please Pay You More
View PostIs Your Revenue Team Rowing in the Same Direction?
Last year I read The Boys in the Boat, an excellent book about the University of Washington Gold Medal winning crew team of 1936. It is an epic tale of …
What Got Your Here…Won’t Get You There
View PostDo You Have a 98 MPH Fastball?
Why Traction is the Most Important Part of Your Story The Rookie is one of my favorite movies, and the scene where 35 year old High School Baseball Coach Jim …
Are You Driving in the Rear-View Mirror?
You May Be if You Are Relying on Traditional Financial Reporting! The other day, I was conducting due diligence on an interesting company, and as I opened up their monthly …
Looking for the Next Stage in Growth – Follow Your Customers
One of the biggest themes we hear about crossing the 2nd chasm, is the importance of moving from a company/product-centric culture to a customer/solution-centric culture. Sometimes a new product does …
Nobody Wants to Buy Your Product
View PostThe Gears of Growth
The Gears of Growth: A Framework for Maximizing Revenue Growth “How do I maximize and sustain revenue growth?” This is perhaps the most important and vexing question for the majority …
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