Track four things per key account: how recently a real conversation happened, whether spend is growing or flat year over [...]
Published August 13, 2026A system records what a company knows about a customer so that knowledge survives turnover. Writing down that a buyer [...]
Published August 13, 2026Volume-based growth fills the top of the funnel, converts a percentage and replaces churn, which suits companies selling low-priced products [...]
Published August 13, 2026One relationship can change everything, because the size of a first order says little about the size of the relationship. [...]
Published August 13, 2026Relationship-driven growth is a growth model in which most revenue comes from a limited number of customer relationships that are [...]
Published August 13, 2026The license or book cost is small compared with the real cost, which is leadership time. A full weekly meeting [...]
Published August 13, 2026Diagnose before you shop. Write one paragraph on each of your last five closed deals covering who brought it in, [...]
Published August 13, 2026Running both at once usually fails. Quarterly Rocks and Key Results do the same job, and keeping both produces a [...]
Published August 13, 2026Scaling Up is stronger on strategy and cash, and EOS is easier to adopt. Scaling Up suits companies past roughly [...]
Published August 13, 2026
