Sales
Weapons-Grade Wisdom
Short Slaughters, Permanent Profits
The Strategic Account Myth
The Strategic Account Myth: When Customer Retention Destroys Enterprise Value Todd’s Takeaway The word “strategic” has become the most expensive euphemism in corporate America. It is the word sales teams use to protect accounts they should have exited three years ago. It is the word account managers use to justify compensation tied to relationships that […] Read More
Sales
$220M Hiding in Your Existing Accounts
Your Top 50 Accounts Spend $300 Million in Your Category. You Get $80 Million of It. Your Sales Team Is Chasing New Logos. Your sales VP just walked into the QBR with the quarterly trophy for the biggest new logo win. Applause. Steak dinner. A 90-second video montage played at the national sales meeting. Meanwhile, […] Read More
Sales
Funnel Transformation vs Sales Funnel
Why Fixing Your Biggest Bottleneck Is the Slowest Path to Revenue Growth Sales organizations obsess over fixing their biggest bottleneck, missing a powerful truth: small improvements at multiple funnel stages compound into dramatic results. According to McKinsey’s B2B Pulse research, innovation in sales has a compounding effect—share growth is strongest when deeper levels of sales […] Read More
Sales