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The Missing Million$

The Missing Million$

The ‘missing million’ completely changed the tone and energy of the customer conversation, and we sold many deals without even demoing our software.  Once we understood the true nerve, and we crafted a pitch that could reliably hit that nerve, we almost always won the deal.”

The Gears of Growth

The Gears of Growth

We have found that sustainable revenue growth cannot be achieved by hiring a handful of superstars, achieving individual acts of heroism, or by implementing a single hack.

The Most Dangerous Metric In Marketing

The Most Dangerous Metric In Marketing

Why is CPL so dangerous you ask? Because, stand-alone, CPL has zero relevance. In fact, you need four other modifying metrics to make CPL relevant and to put it in context. That’s correct – you heard me right – you need four other metrics to make CPL meaningful!

What Offense Are We Going To Run?

What Offense Are We Going To Run?

The key is to get started – and figuring out how to get started is helped when you have an overall plan.  At the highest level, this is a strategy question, and one best determined at the executive level before hiring your Go-To-Market team.

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