Every CRO or CSO is investing or pondering the AI related tools acquisitions for their organization. Makes sense. What is the core objective? Increase the efficiency of how sellers process their tasks in very busy days? Increase sales team effectiveness? Create competitive advantage? Sell more? All are reasonable, but here is a reality check and […]
The Growth Operating System — How All the Growth Engines Work Together In the first five parts of this series, we examined the architecture of sustainable growth: [Part One] Protect the Base —securing existing clients before pursuing growth [Part Two] Increase Market Share —winning more deals through demand creation [Part Three] Increase Wallet Share —expanding […]
How M&A and Partnerships Amplify Growth In the first four parts of this series, we established the foundation of sustainable growth: protect the base, increase market share, expand wallet share, and enter new markets. Each engine builds sequentially, creating a disciplined approach to organic growth. But when you study high-performing organizations that compound value over […]
Target Market Expansion: Growth’s Most Tempting, Most Dangerous Frontier In Part Three of our series on the Mechanics of Growth, we explored how to expand wallet share within existing accounts. Now we turn to the third growth engine: Target Market Expansion. This is the stage where ambition meets opportunity, where strategic imagination meets operational courage, […]
Increasing Wallet Share — The Unclaimed Territory Inside Your Existing Accounts In Part Two of our series on the Mechanics of Growth, we examined how to win more market share through demand creation. Now we turn to the second growth engine, one that’s often the most neglected yet, in fact, the easiest: increasing wallet share. […]
Engine One: Increasing Market Share — The Hardest Yard in Growth In Part One of our series on The Mechanics of Growth, we established that sustainable growth begins with protecting the base, or solidifying existing clients and ensuring predictable renewals. With that foundation in place, organizations earn the right to activate the first growth engine: […]
Protect This House: Why Sustainable Growth Begins with a Solid Base Across industries, leadership teams wrestle with the same paradox: growth has never been more celebrated, yet it has rarely been more misunderstood. Boards demand it, investors expect it, and strategic plans confidently proclaim it. But when you study the anatomy of companies that grow […]
Let’s assume you’ve read the other blogs in this series. You’ve realized your strategic plan is mostly budgeting in disguise. You’ve stopped rearranging your org chart like a game of corporate Rummikub. And you’ve come to terms with the fact that last year’s SKO was a PowerPoint-palooza with dry chicken and a team that remembered […]
It’s that time of year again: Flights are being booked. Ballrooms are being reserved. Executives are pretending they’re motivational speakers. Yes, it’s Sales Kickoff (SKO) planning season. SKOs should be the ignition point for the year’s go-to-market strategy. They should inspire, align, and sharpen execution. But too often, they deliver fatigue, confusion, and a branded […]
The connection between corporate strategy, sales strategy, and a Sales Kickoff (SKO) is both critical and often underleveraged. When aligned well, these three elements form a closed loop of strategic clarity, executional alignment, and frontline empowerment. When disconnected, they create confusion, misallocation of resources, and underperformance in the field. Let’s unpack the connection through a […]