Revenue Journal articles on B2B revenue growth

88% of account managers think great service grows accounts. Gartner found it doesn't. Revenue Journal looks at why B2B account growth needs an owner.

B2B renewal negotiation is rarely about price. Chris Voss on reading a customer’s threat to leave, and why the reflexive discount is the wrong move

Most sales leaders track activity because the deals that close tend to have plenty of it, and the best reps tend to be the busiest. That is correlation, not causation, and managing toward it turns good teams into busy fools.

Most B2B go-to-market activity is elaborate customer avoidance. Why inbound, social selling and dashboards crowd out the one thing that moves the needle

John McMahon on the qualification mistake that kills enterprise deals at the final stage. Most B2B teams have a coach sitting in the champion slot.

Last week I stepped back as CEO of Upsales after 23 years. I also sold a big part of my shares. Tomorrow morning I ring the bell for Aira, the startup we've spun off from Upsales.

Former FBI hostage negotiator Chris Voss on why B2B sales teams pitch too much, qualify too little, and keep the wrong clients for too long.

Fredrik left a top media sales job to bet on Upsales in 2014, bought 1% of the company, and struggled. Daniel Wikberg on why growth isn't linear.

Daniel Wikberg on onboarding Stefan with no handover and no manual, just eight weeks of real customer work. Why apprenticeship beats training.

Upsales grew for years on execution alone. Daniel Wikberg on the 2023 slowdown that exposed the fragility, and why positioning had to come first.

A late-night Steve Jobs clip kept Daniel Wikberg awake. By 4am he had written down what Upsales stands for, and the idea that became Aira.

Global expansion only works if you deeply tune into each region’s culture, language, and hierarchy instead of copy‑pasting one playbook. Align incentives and build real cross-region relationships so local teams trust each other, share deals, and close faster.

Challenger Sale co-author Brent Adamson on why thought leadership is now commoditised and how frame making is the new window of B2B sales differentiation.

Sales interviews predict the right hire 57% of the time. JR Butler built a company around a better thesis: athletes and veterans already have the traits that matter

After 15 years of high performance, growth hit zero. Daniel Wikberg on what professional manager mode cost him, and the chance meeting that pulled him out of it.

Generic USPs are not real differentiation; here is how to uncover your true competitive advantage.

AI tends to make the best reps better and leaves average reps behind, widening the performance gap.

Enterprise AI investments are failing at scale - 95% lack impact - while small teams can move faster with lightweight AI.