Divide your annual revenue from the account by that account's total annual spend in your category, then multiply by 100. [...]
Published August 14, 2026Share of wallet is the percentage of a customer's total spending in a defined category that goes to one supplier [...]
Published August 14, 2026Track 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, 2026
