#4 Account Obsession in GTM

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 themSpecific 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 incentivesHow account obsession applies to customer retention and expansion - turning customers into raving fans by getting exec sponsorship involvedThe "batphone effect" - how deep executive relationships help you catch churn signals early and stay ahead of customer problemsWhy talking about your target accounts every single day matters more than just updating during forecast callsHow 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 companyThe 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.