him sell over $20M in ARR and ultimately led to a successful exit in 2022.

You'll learn:

• How the "Focus 50" strategy works - picking 50 target accounts and getting your entire organization obsessed with winning them
• Specific tactics Mike used to land new logos, including podcast interviews with target execs, custom branded swag, and lock boxes with concert tickets and sports tickets as incentives
• How account obsession applies to customer retention and expansion - turning customers into raving fans by getting exec sponsorship involved
• The "batphone effect" - how deep executive relationships help you catch churn signals early and stay ahead of customer problems
• Why talking about your target accounts every single day matters more than just updating during forecast calls
• How to implement account obsession in your organization - starting small, branding your focus (like "Focus 50" or "Top 10"), and making it visible across the entire company

The bottom line: If you want to win large deals and keep your biggest customers, you need to make sure those accounts have the mind share of the most important people in your organization.