Three Mistakes Blocking Your Leap to $1M/Mo
What got you to $300k/mo WONT get you to $1M/mo There are 3 mistakes holding you back… ➡️
Processes Alone Won’t Stop Turnover, but They Aid Foresight
“Embedding process discipline in workplace practices won’t save an org. from being outcompeted or losing good employees who really want to leave. Yet effective processes can usually help cos. foresee or mitigate such events.” 💡 https://t.co/ylz4kVYcuu #BPM #processimprovement https://t.co/7qP8I0EPc5
Pay Down Skill Debt or Watch Revenue Crumble
Revenue leaders are facing a new reality: Their teams have skill DEBT. Not just skill gaps. Debt compounds. Every quarter you don't invest in skill development: • Close rates drop further • Sales cycles get longer • Discounting gets heavier • Top reps leave for better orgs The interest...
Your Calendar, Not Market, Caps MRR Growth
You're bootstrapped and stuck at $30K MRR. It's not your market. It's not your pricing. It's your calendar. I see this often on coaching calls. A founder hits $10K, $20K, $30K MRR doing everything themselves. Building the product. Closing deals....
Focus on Inter‑org Handovers for Supply Chain Efficiency
The biggest efficiency gains in a digital supply chain don't happen inside your organisation. They happen at handovers between organisations, where paperwork piles up, data gets re-entered, and responsibility gets blurred. That's where to focus first 👇 https://t.co/DBWWiDVpOg
Results Over Friendliness: Direct Leadership Drives Success
The first day our new Sales VP arrived at TrueSAN in 2001, he came into the all-company meeting and made an announcement in just about this many words: “I am not here to make friends. I have been hired to...
Don’t Scale Until Real Product‑Market Fit Exists
One of the most common failure points I see in startup scaling isn't running out of money or losing to a competitor. It's scaling before the business is actually ready — and not having a rigorous way to know the...
Flat Orgs Overload CEOs and Cripple Team Performance
A few years back, I was running a competitive intelligence project for a client. The whole mission was to interview former employees of their competitors — specifically on the go-to-market side — to understand how they structured their teams, what...
AI Hype Fades; True ICP Hinges on Retention Metrics
This week I had the opportunity to join the Topline podcast with Asad Zaman , AJ Bruno and Sam Jacobs — we covered a lot of ground, but three things stuck out in this conversation: 1) The AI Bubble: Why...
Lenovo Appoints Sergio Buniac to Lead LATAM Sales
Big shakeup at @lenovo Latam and @motorolaus with Sergio Buniac stepping down as the head of Moto and Luca Rossi taking over in the interim. Sergio and his team have had incredible success with Moto's phone growth, especially Razr, and...
Know When Your Small‑Space Fulfillment Is Overwhelming
Every e-commerce brand starts the same way: packing orders from a spare room or small warehouse. At some point, that stops working. The question is: how do you know when you've hit that point? We have the guide 👇 https://t.co/r4ctl4lH4h
Savannah Port Cuts Shipper Costs Over $1K per Container
New findings from Georgia Tech researchers show the Port of Savannah saves shippers more than $1,000 per container to Atlanta, Memphis and Nashville, compared to West Coast gateways. https://t.co/Sn8LWvsekl
Diagnose AE Ramp Issues Before Prescribing Solutions
Most companies have a ramp time problem. New AEs take 7 months to hit productivity. But nobody asks WHY. Is it because: • They don't see enough great demos? • They don't hear enough great discovery calls? • They don't follow full sales cycles? The root cause...
Snowflake’s New CRO Predicted After Insider Leak
Snowflake has a new CRO. Which was 100% predictable when the last one went on Instagram and divulged insider information in a blackout period. https://t.co/um1qZp1OWT
CEO May Absorb COO Role After Ken Johnson Departs
D.C. Memo: @CableOne or Team Turmoil? Highly Regarded Ken Johnson Steps Down as Chief Operating Officer; New CEO Jim Holanda, who just took over in February, did not announce a Johnson successor, perhaps a sign he's still searching or might...
Four Consistent Traits Define Top Sales Representatives
I talk to 3-5 Chief Revenue Officers every week. Guess what we talk about? What separates their best reps from others. Here’s 4 patterns I hear every week:
People‑First Strategy Drives Successful Supply‑Chain Transformation
Transforming supply chains isn't just about new tech; it's about people. A clear adoption strategy ensures your team understands new processes, technologies, and their evolving roles. Without it, benefits are lost, and panic sets in. #ChangeManagement #SupplyChain https://t.co/JpWGtc3Ove
Prioritize Big, Likely Deals Over Small, Uncertain Ones
Founders: Grade your pipeline weekly on two axes: 1. Deal size 2. Close probability Spend 80% of your time on the top right quadrant. Don't let small, uncertain deals steal focus from big, likely wins.
Tech Sales Now Demands Skill Over Easy Money
In 2021-2022, the name of the game in tech sales was: Easy money. Join a hot company. Milk it for everything. Skills were optional. But today? Sales cycles are complex. The economy demands excellence. CROs are asked to do more with less. Skill capacity is now existentially required.
SIOP Aligns Teams for Faster, Connected Execution
Speed is an advantage only when execution is connected. SIOP creates the cross-functional cadence to align demand, supply, operations and finance - so teams can respond fast together. https://t.co/iZbHYTFJY6 #SIOP #SupplyChain #Manufacturing
The Silent Leak: Hidden Revenue Loss CEOs Ignore
#TimTalk – The “Silent” Leak: What is a revenue leak that most CEOs or CROs are completely oblivious to until it’s too late? with Sandy Yu https://t.co/gZMzxhaIMt via @DLAIgnite #SocialSelling #DigitalSelling #SalesTips #SalesLeader #Salesforce #SalesEnablement #RevOps #Leadership #Sales #Marketing
Boost Revenue per Seller by Building Skill Capacity
We're past the growth-at-all-costs era. The new modern revenue leader's flex? Maximize revenue per seller. Not bloated headcount. Not massive but inefficient orgs. The highest-leverage lever to grow revenue per seller? Skill capacity. Your tech stack is full. Your skill stack is empty. Fix that.
Recover Missed Quarterly Sales in 30 Days
If your sales team missed last quarter’s targets Here’s EXACTLY how I’d recover the revenue in 30 days…
Treat Sales Like Engineering to Scale Rapidly
Making a product is not that hard. Getting it into as many hands as you can? That's what kills most startups. Zhong Xu scaled Deliverect to 80,000 customers because he treated sales as an engineering problem. https://t.co/WlxbWnSSjZ
Frictionless Commerce Chain Boosts Deal Velocity and Protects Margins
What does success look like 12 months in if you go all in on a frictionless Commerce Chain? I asked Lisa Martin, CRO of #Conga at #CongaConnect. Her answer was precise. Deal velocity accelerates. Deal volume grows. Revenue leakage stops hiding in...
Kirana Owners Lose Hours to Wholesale Trips; We Automate
India has 12M+ Kirana stores, yet the average owner still spends 4-6 hours a week traveling to wholesale markets just to keep stock. We’re building [Brand Name] to kill that inefficiency. We’re hiring a Head of Supply Chain & FMCG Ops to...
Continuously Refine Your Sales Process for Ongoing Success
When should you update your sales process? In the latest Sales Logic episode, Meridith Elliott Powell and I discuss why great sales teams constantly evaluate results, refine their value proposition, and learn from both wins and losses. Sales success requires evolution. https://t.co/9q5gGoJklf
Scale Revenue Right: Data‑Driven Timing in AI Era
The Science of Scaling started as a series of talks - just like the one I'm giving at SXSW in two weeks. Those talks became frameworks that underpin how we work with portfolio companies at Stage 2 Capital , and...
Hire Coachable, Curious Sellers to Scale Growth
In #TheScienceOfScaling , I emphasize that the type of seller who thrives in PMF is not the same type who thrives in Growth & Moat. Early-stage success often comes from process builders. Scaling success comes from process executors. A rigorous...
Color‑Code Your Calendar: Fill It With Money‑Making Activities
I told an SDR two weeks ago to triple their cold calling blocks. They looked at me like I was crazy. I said... " Listen.. that's like telling Steph Curry to only shoot 3s in the first quarter.. He's the best...
Anthropic's Work Future Outshines IDE Hype, Says Cherny
Just listened to the backstory of Boris Cherny being poached by Cursor and then returning back to Anthropic in 2 weeks. Sounds like he realized Anthropic is building the future of work while Cursor is building the future of IDEs when...
Revamp Sales Hiring: Success Starts Before Interviews
If your sales team is underperforming, look at your hiring process. Alice Heiman and I break down why the old sales hiring playbook is broken — and what it really takes to build a high-performing team today. It starts before the first...
Raise Prices Until Win Rate Falls Below 20%
Founders: Price testing framework: Phase 1: 10 deals at price X Phase 2: 10 deals at 1.3X Phase 3: 10 deals at 1.6X Measure: - Close rates - Sales cycle length - Customer satisfaction Stop raising prices when win rate drops below 20%.
Sales Leaders Must Coach in Real Time, Not Just Track
One thing Jason Williams and I talked about on the podcast is something a lot of sales leaders avoid. Getting in the field with your reps. Listening to their calls. Watching how they handle conversations. Coaching them in real time. It’s uncomfortable. It takes time....
FedEx Resumes Middle East Service, Transit Times Extended
FedEx service alert - FedEx has resumed pickup and delivery services across the Middle East, where it is safe to do so and in line with local guidance. Customers shipping to or from the region will experience extended...
Leadership Secrets for Consistently High‑Performing Sales Teams
I recently spent some time with Jason Williams at Ramsey Solutions. Really good conversation about leadership, coaching reps, and what it takes to build a sales team that performs consistently. Sharing a quick behind-the-scenes shot from the studio. Full podcast episode drops tonight.
Set Success Metrics Across Three Timelines: 30‑90‑180 Days
Founders: Your success metrics need 3 timelines: Quick Wins (30 days): - Implementation complete - Team trained - First workflow live Mid-term (90 days): - 50% adoption - 25% efficiency gain Long-term (180 days): - Full ROI achieved
Adopt the Resisted Shift to Boost Close Rates
If you feel like you’re working harder than ever but your close rate isn’t reflecting it, this one’s for you. There’s a simple shift that can completely change your sales results — and most salespeople resist it. https://t.co/5Fwvx5SvKs
IRobot’s Supply Chain Turns Into Last Resort
Now playing on @artofsupply > How iRobot’s Supply Chain Became Its Last Resort https://t.co/p5hFTiS2fr https://t.co/nVLSFLgEOt
USPS Hires Advisers to Tackle Mounting Financial Woes
The U.S. Postal Service is hiring restructuring advisers to help address its increasing financial troubles, Postmaster General David Steiner told Reuters in an interview. https://t.co/5x45UAESKf
Asia‑Europe Air Cargo Capacity Drops 39% Amid Gulf Shutdown
The Loadstar - Air cargo capacity on key Asia-Europe corridors has fallen 39% following the shutdown of major Gulf airspace and hubs amid the escalating conflict in the Middle East. https://t.co/XxAzcLFVzn https://t.co/VVlvHRVoSr
Shipping Lines Suspend Bookings, Reroute Vessels over Middle East Threats
Container shipping companies halt bookings, divert vessels due to Middle East risks https://t.co/WzcNxIAkRJ via @WSJ
Target Emotionally Ready Prospects, Not Senior Titles
I was in a coaching workshop with an SDR team selling into enterprise accounts last week and a rep asked which prospect to message first. It's a massive account.. probably 20 people we can reach out to at min. The obvious choice...
E‑commerce Giants Warn of Slower Middle East Deliveries
Yeah, I know...duh...but still, it's an interesting read - Major e-commerce platforms are warning of longer delivery times to the Middle East https://t.co/bdfVcCHO3R
AI Uncovers True Reasons for Lost Deals, Bypassing Bias
Every quarter, management teams walk into the board meeting with a “Closed Lost Analysis” slide. It typically shows the top 5 reasons deals didn’t close. Pricing. Missing feature. No budget. Chose competitor. The problem? Much of that data is incomplete,...
Hapag-Lloyd Halts Bab El-Mandeb Sailings Over Security Risks
Hapag-Lloyd - Due to the deteriorating security situation in the Middle East region, we have decided – in close coordination with our security partners – to pause future Trans-Suez sailings through the Bab el-Mandeb Strait for the time being. https://t.co/igGhhMHR23
Software Won’t Help without a Defined ICP and Messaging
When you fire up the sales engagement software but still don’t know your ICP or messaging. https://t.co/E0HuKLF0D7
Free Trials Work When Value Triggers Prompt Payment
Founders: Free trials are fine, but they need clear value triggers. Like Yesware limiting free email tracking volume - when pros hit the cap, they're seeing enough value to pay. Don't give away your core value indefinitely. Gate it behind reasonable limits.
Efficiency Revolution: Companies Will Trim Workforce by Half
Could you operate your company with half the people? Jack Dorsey’s announcement yesterday, reducing Block’s headcount from 10,000 to 6,000, should provoke this question in every management team. The stock surged 24%. Dorsey’s memo framed it as inevitable : Within...
Price by ROI Metrics, Not Guesswork
Founders: ROI pricing is powerful but requires clear metrics. If you can prove '1 missed recruiting fee per 500 candidates' or '25% higher win rates,' price against that value. If not, index off competitor pricing and iterate up based on market response.