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.

In this quick episode, I talk about how you can 'follow the signals' first before deciding how you decide to segment your sales org.

It's a natural decision to make a sales leader.

You have to book more next year - do you raise quota, insert a new segment, or dilute territories?

Take a listen and let me know what you think!

Connect with Me on LinkedIn: https://www.linkedin.com/in/mikewolber/

[email protected] // moderngotomarket.com

Gong has been at the epicenter of my Go-To-Market tech stack for almost 4 years.

As a repeat buyer, I wanted to share 3 reasons that I truly love the platform.

1/ Coaching at scale. 

2/ Marketing feedback loops.

3/ Voice of customer + Retention 

Would love to hear your thoughts.

Learn more about Gong here: https://www.gong.io/

Connect with me on LinkedIn: https://www.linkedin.com/in/mikewolber/

As an introduction to this new show, I share a 3 minute version of my career story and why I've decided to start this new podcast.

With the rise of Chief Revenue Officer's owning the Go To Market org for technology companies, there is so much to learn and apply in order to move fast and make things happen.

My goal is to share my learnings across Sales, Marketing, and Account Management while leading revenue growth for businesses. And, in time hopefully have others join me to share their learnings as well.

We will see where this takes us!

Head to www.moderngotomarket.com in order to stay in touch.