December 2023

“The best kind of marketing tells the truth, it’s concise and engaging.” Ideas Misc.: competitors, peers, gross margins, FTE (full time equivalent) Productivity – driving higher productivity. Seek efficient growth Profitable growth – transformative—and disruptive Capability gap – leaders & laggards … Sales organization – be more calibrated in how they work – squeezing out […]

Focus Points Highest priority opportunities [focus] | pipeline | 20% of opportunities that provide 80% of the $s product-customer-fit, product-market-fit | 10x product/10x sales representative gains Selling insights, “pain points,” etc. Profile: who are we looking for? Sellers, 10x growth, impact, confidence, close opportunities … Hire slow, fire fast …! Confidence: salespeople …, scar tissue,