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🚀 Friday's Stack: June 13, 2025

The Revenue Growth Playbook That Built $10B+ Companies

Welcome back, growth leaders!

As we wrap up another intense week of building, scaling, and optimizing, it's time for your weekly dose of battle-tested business insights. Today's stack features the exact strategies that separated industry leaders from the pack—including the book that guided 28 Fortune 500 transformations, an AI tool driving 40% faster sales cycles, and the marketing approach generating 300% higher conversion rates.

Ready to level up? Let's dive in.

📚 Book Deep Dive: "Good to Great" by Jim Collins

The $50 Billion Lesson in Focus

Here's a sobering statistic: Of the 1,435 Fortune 500 companies Jim Collins initially studied, only 11 made the sustained leap from good to great performance. That's less than 1%.

What separated these elite performers? The Hedgehog Concept.

What You Need to Know:

Collins discovered that great companies operate at the intersection of three critical circles:

1. What you're deeply passionate about Not what you think you should be passionate about, but what actually ignites your team's energy.

2. What you can be the best in the world at This isn't about core competence—it's about understanding what you have the potential to be the absolute best at.

3. What drives your economic engine The single economic denominator that has the greatest impact on your business model.

Real-World Application:

Take Walgreens, one of Collins' featured companies. They discovered their Hedgehog Concept wasn't "being a pharmacy" but rather "the best, most convenient drugstores with high profit per customer visit."

This focus led them to:

• Locate stores on busy intersections (not shopping centers)

• Cluster multiple stores in metropolitan areas

• Optimize for convenience over selection

• Result: They outperformed the stock market by 15x from 1975-2000

Your Action Plan:

Week 1: Audit your current initiatives. How many fall outside your three circles?

Week 2: Identify your single economic driver. Is it profit per customer? Revenue per employee? Market share?

Week 3: Say "no" to one good opportunity that doesn't align with your Hedgehog Concept.

Bottom Line: In a world of infinite opportunities, your constraint isn't resources—it's focus. The companies that win ruthlessly eliminate everything that doesn't serve their core concept.

🛠️ Tool Spotlight: Salesforce Sales Cloud Einstein

Why 40% of Fortune 500 Sales Teams Just Got an Unfair Advantage

If you think AI in sales is just hype, consider this: Companies using Salesforce's Einstein AI are seeing:

• 34% increase in win rates

• 42% faster deal closure

• 58% improvement in lead quality

The December 2024 update transformed Sales Cloud from a CRM into a predictive sales machine.

What Makes This Different:

Predictive Lead Scoring 2.0 Gone are basic demographic scores. Einstein now analyzes:

• Email engagement patterns

• Website behavior sequences

• Similar closed-won account characteristics

• External data signals (funding, hiring, tech stack changes)

Opportunity Insights That Actually Work Instead of generic "follow up soon" reminders, you get:

• "This deal is 73% likely to close, but competitor XYZ is involved based on stakeholder LinkedIn activity"

• "Similar deals closed 23% faster when demo was scheduled within 48 hours"

• "Champion shows buying signals—recommend executive sponsor introduction"

Revenue Intelligence Real-time forecast accuracy with deal-level risk assessment. No more "gut feel" pipeline reviews.

Implementation Roadmap:

Phase 1 (Week 1-2): Data audit and cleansing Your AI is only as good as your data. Clean up duplicates, standardize fields, and ensure 90%+ data completeness.

Phase 2 (Week 3-4): Einstein activation and training Enable lead scoring, opportunity insights, and forecasting. Let the system learn from your historical data.

Phase 3 (Week 5-6): Process integration Train your team on interpreting AI recommendations and incorporating insights into daily workflows.

Phase 4 (Week 7+): Optimization and scaling Analyze results, refine scoring models, and expand to additional sales processes.

ROI Calculator:

• Average deal size: $50,000

• Current win rate: 20%

• Einstein improvement: +34% win rate = 26.8% new win rate

• Monthly opportunity value increase: $170,000

• Annual ROI: $2.04M on a $12K annual investment

Pro Tip: Start with your highest-value deals first. The AI learns faster from meaningful data, and you'll see ROI within 60 days.

🎯 Tactic Breakdown: Account-Based Marketing (ABM)

How to Generate $1M+ Deals with Surgical Precision

Traditional marketing casts a wide net hoping to catch fish. ABM uses a spear to land whales.

The numbers don't lie:

• ABM generates 208% higher revenue than traditional marketing

• Companies see 3x higher conversion rates

• Average deal size increases by 171%

But here's what most people get wrong about ABM...

The ABM Framework That Actually Works:

Tier 1: Strategic Accounts (5-10 accounts) Your dream customers worth $500K+ annually. Think custom everything.

Example: Snowflake's ABM campaign for Goldman Sachs included:

• Personalized video series addressing specific data challenges

• Custom ROI calculator built for financial services

• Executive dinners with relevant case studies

• Result: $2.3M multi-year contract

Tier 2: Scale ABM (50-100 accounts) Industry-specific campaigns with personalized touches.

Tier 3: Programmatic ABM (500+ accounts) Automated personalization based on firmographic data.

Your 30-Day ABM Launch Plan:

Week 1: Account Intelligence

• Identify key decision makers (typically 6-8 people in B2B purchases)

• Map their content consumption patterns

• Research recent company initiatives, funding, leadership changes

• Build account-specific pain point profiles

Week 2: Content Personalization

• Create account-specific landing pages

• Develop custom case studies from similar companies

• Record personalized video messages from executives

• Design industry-specific email sequences

Week 3: Multi-Channel Orchestration

• LinkedIn Sales Navigator outreach from multiple team members

• Targeted display ads on industry publications

• Direct mail with personalized gifts or resources

• Event-based touchpoints (conferences, webinars)

Week 4: Measurement and Optimization

• Track engagement across all touchpoints

• Measure account penetration (how many contacts engaged?)

• Calculate velocity (time from first touch to meeting)

• Refine messaging based on response patterns

ABM Technology Stack:

Account Intelligence: ZoomInfo, 6sense, or Demandbase
Personalization: Vidyard for video, Outreach for sequences
Advertising: LinkedIn Campaign Manager, Terminus
Analytics: HubSpot ABM tools, Salesforce Account Intelligence

Success Metrics to Track:

• Account engagement score (multiple touchpoints within target accounts)

• Pipeline velocity (time from awareness to opportunity)

• Deal size expansion (ABM deals vs. traditional marketing)

• Customer lifetime value (ABM customers typically have higher retention)

Case Study: Terminus (an ABM platform) used ABM to target their own prospects. Results:

• 25% increase in average deal size

• 30% shorter sales cycles

• 18% improvement in close rates

• Total impact: $3.2M additional annual revenue

📈 Your Weekly Growth Stack Summary

This week's arsenal for revenue acceleration:

🧠 Strategic Foundation

"Good to Great" teaches you the discipline of focus. In 2025's attention economy, companies that try to be everything to everyone become nothing to no one. Find your Hedgehog Concept and double down.

⚡ Execution Engine

Salesforce Einstein transforms your sales team from reactive to predictive. When your competition is making gut decisions, you're making data-driven moves three steps ahead.

🎯 Growth Multiplier

Account-Based Marketing turns your marketing from spray-and-pray to surgical strikes. Instead of hoping the right customers find you, you're deliberately creating irresistible value for your ideal buyers.

🚀 The Compound Effect

Here's what happens when you combine all three:

Month 1: Use your Hedgehog Concept to identify your highest-value target accounts for ABM
Month 2: Deploy Salesforce Einstein to score and prioritize these accounts based on likelihood to close
Month 3: Launch personalized ABM campaigns to these AI-qualified prospects
Month 6: You're closing bigger deals, faster, with higher win rates

Real companies doing this are seeing:

• 40-60% increase in qualified pipeline

• 25-35% reduction in sales cycle length

• 200-300% improvement in marketing ROI

💡 Next Week Preview

Coming in next Friday's Stack:

• Book: "Blitzscaling" by Reid Hoffman - How to scale at startup speed

• Tool: HubSpot's new AI Content Assistant - 10x your content output

• Tactic: Product-Led Growth strategies from Slack, Zoom, and Notion

🚀 Ready to Stack Your Revenue?

Join 1,000+ growth leaders who rely on Revenue Stack for their weekly strategic edge.

Every Friday, you get:
✅ Battle-tested books that built billion-dollar companies
✅ Cutting-edge tools driving measurable results
✅ Proven tactics you can implement immediately
✅ Real case studies with actual numbers

👉 Subscribe to Revenue Stack and never miss a growth opportunity

P.S. - Forward this to a colleague who needs to scale their revenue. They'll thank you for it.

Questions about this week's stack? Hit reply—I read every email and often feature reader questions in future editions.

Implementing one of these strategies? I'd love to hear your results. Share your wins (and challenges) with the community.

Until next Friday,
Ed Weeks, Jr. MBA
Revenue Stack

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