Customer Success teams often rely on NRR alone. Learn how Pareto metrics like CTS, Gross Margin, Expansion Efficiency, and PHS reveal the real health of your customer portfolio.

Why high SaaS retention can hide structural problems. Learn why renewal is not always a sign of health and how portfolio economics shape scalable growth.

Sales workshops fail when they focus on content instead of reinforcement. This article explains how sales leaders and enablement teams can design high-impact sales workshops that close real performance gaps, reinforce execution, and deliver measurable improvements across the go-to-market organization.

An executive perspective on why early sales qualification often backfires, how MEDDIC is misapplied, and what GTM leaders can do to create value before qualifying buyers.

Why most efficiency efforts fail: CEOs optimize in silos. Learn how to build an internal diagnostic task force to see the full GTM system before rebuilding.

Stakeholder management explained through GTM strategy. Learn how aligning buyers, teams, and decision criteria accelerates deals, reduces friction, and drives predictable growth.

Not all ARR is equal. Discover why high-revenue customers can drain resources, and how top GTM teams reverse-engineer their book of business to redefine ICP, messaging, personas, and qualification for scalable growth.

In most organizations, this problem is identified far too late . Teams sense that something isn’t working - but they look in the wrong direction. By the time leadership realizes the issue isn’t skills, it’s already expensive to fix. Headcount has been churned. Tools have been swapped. Processes have been “tightened.” And still, nothing moves. This article is meant to help TOFU teams identify overqualification early  - and remediate it before it calcifies into a systemic failu

Most Customer Success teams are expected to do something close to magic: Predict churn before it happens Prioritize the right accounts at the right time Catch silent risk signals early Prove value in a way that survives budgeting season Overcome internal politics that drive buying decisions in the wrong direction And yet… many teams are doing it with a patchwork of spreadsheets, notes, inbox threads, and “I think this account is fine.” Even teams with CS platforms often run i

Greetings Everyone ! Greetings everyone, Happy Holidays! For those who celebrate Christmas, I want to extend my warm wishes for a Merry Christmas - and for everyone, a happy, healthy New Year. Thank you for reading, replying, sharing, and keeping the conversation going this year - it means a lot. If you’re taking a few days to recharge, I hope you get real rest (the kind that actually resets you). And if you’re still in motion, I hope you get a calm week with fewer “urgent”

היי 🙋‍♂️ יש לי חדשות מרגשות לשתף אתכם: במהלך החודשים האחרונים עבדתי על קורס אונליין חדש, והיום אני יכול סוף סוף לומר – הקורס כבר באוויר, ושישה פרקים ראשונים זמינים לצפייה ביוטיוב - חינם ללא צורך בהרשמה: https://www.youtube.com/@projectmoneyball פרקים נוספים מתבשלים כרגע ויעלו בקרוב. הקורס הוקלט כולו בסלוניקי, יוון  – והעיר המדהימה הזו לגמרי נכנסת לפריימים 😊 לאורך השיעורים תוכלו להציץ קצת בנוף, באווירה, בבתי הקפה ובאנרגיה המיוחדת שהייתה חלק גדול מההשראה לתוכן. הקורס נבנה על

Every great pilot has a co-pilot. The same is true in GTM: Modern selling is a high-pressure cockpit. Playbooks evolve constantly. Messaging changes. Competitors reposition. Buyers show up better informed - and less patient for poorly educated reps. New reps join, veterans need to adapt, and everyone is expected to stay sharp. This is exactly why Enablement must act as your team’s co-pilot. Who Needs a Co-Pilot? Short answer: everyone in GTM. New hires  need a co-pilot to fla

Corporate events are full of noise - slides, booths, pitches, promises. But the real breakthroughs don’t happen on the expo floor. They happen after , when leaders slow down to reflect and rethink. That’s why a book is such a powerful strategic gift. A book doesn’t interrupt. It invites . It reframes challenges, sparks new thinking, and plants ideas that keep working long after the event ends. This year, Second Nature , the leading AI role-play platform, chose to treat their

(And how Enablement can turn these issues into strategic advantages) Every GTM organization produces signals. Some are loud - missed quota, churn, falling win rates. But the most dangerous ones are the subtle early indicators  that your revenue system is fundamentally misaligned. These issues slow you down quietly… until the cost becomes impossible to ignore. And here’s the truth: If Enablement doesn’t identify and address these issues early, they compound into bigger problem

The Project Moneyball YouTube channel is more than just conversations - it’s a window into the minds of entrepreneurs, GTM leaders, CEOs, and practitioners from across the globe. Each interview is designed to deliver practical insights, fresh perspectives, and actionable takeaways you can apply directly to your role. Whether you’re in L&D, Customer Success, Sales Enablement, or Leadership, there’s something here to elevate how you think, operate, and grow. 👉 Subscribe to Pro

Sales organizations often rely on lagging indicators like win rates or total revenue to evaluate performance. The problem? By the time those numbers surface, it’s too late to course-correct. That’s like waiting until the end of the season to tell a baseball player how to swing. Project Moneyball  offers a different approach: measure performance across key milestones in real-time  instead of waiting for deals to close. This way, we compare how reps perform against the proven p

Competition gives birth to innovation. That’s a fact. Without competition iPod, iPhone, Windows, and Google would probably have not been part of our lives today. Without competition, humans on the moon would still be remembered as a chapter in Jules Verne’s famous book.  If competition is a good thing, where's the problem? We (humans) are always looking for new products, new experiences, new features and new capabilities. When businesses compete, consumers (like ourselves) ge

Two years ago, GTM was just another buzzword. Today, more and more roles are adopting a   GTM approach - and even GTM titles. The shift is no longer confined to Marketing or the boardroom. It’s being felt in Enablement, in Customer Success, and even in L&D.   Two years ago, GTM was just another buzzword. Today, more and more roles are adopting a   GTM approach - and even GTM titles. The shift is no longer confined to Marketing or the boardroom. It’s being felt in Enablement,

I found a $3M leak and no one saw it coming! Let me tell you a story.   Back when I led Enablement at a global company, I noticed something odd: our top-performing reps were struggling to hit quota, while mid-level reps were mysteriously booking tons of meetings.   Turns out, SDRs were hand-picking which AEs got the good leads - bypassing the automated system.   The result? 🥇 Our best closers weren’t getting enough at-bats 🤷‍♂️ Less experienced reps were burning through hig