The Four Beliefs Behind Measured in Millions

Track four things per key account: how recently a real conversation happened, whether spend is growing or flat year over [...]

Volume-based growth fills the top of the funnel, converts a percentage and replaces churn, which suits companies selling low-priced products [...]

A system records what a company knows about a customer so that knowledge survives turnover. Writing down that a buyer [...]

Relationship-driven growth is a growth model in which most revenue comes from a limited number of customer relationships that are [...]

One relationship can change everything, because the size of a first order says little about the size of the relationship. [...]