At Catipult, we believe that every company can be "World Class". Curious about what World Class means and why it matters to you and your business?

As much as I think about and work on growth, I have found that you need to shrink just one thing in order to grow successfully and to sustain that growth:

Small business owners, are you looking to grow your company? Kevin Willett and I recently discussed the common mistakes many small businesses make as they scale. Here are three traps to avoid:

I spent a big chunk of my career, early on as an individual sales contributor and then as a sales leader, chasing revenue. Revenue was the goal, revenue was everything, especially in startups pursuing (and reaching) IPOs…

My approach to GTM strategy has been heavily influenced by MIT Professor and Consultant Arnoldo Hax. Hax had a customer-first approach which I have learned to be right through my own successes and failures. And, Hax challenged the conventional wisdom, which I have always enjoyed doing as well! Here are ten “Haxioms” that capture the key principals of this approach:

“The customer is always right,” and

“I know the customer needs and how to satisfy them”.

“Coffee is for closers”, “Third prize is you’re fired”, “Mitch and Murray paid good money for those leads”, “AIDA – Attention, Interest, Decision, Action” and, of course, “ABC – Always Be Closing”.

….behaviors have had to change in Sales because we operate in what I call a 2D by 2S world…

….No sale occurs until a buyer commits to change…