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Scott Mcdonald

Cape Coral
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News Editor, Heisman voter, dog dad, Florida man

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Articles

Expand Stakeholder Footprints Before Turnover Hits

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By Scott McDonald, Scott Mcdonald
| RAIN Group Sales Blog
In complex deals today, you’re selling into a moving system of stakeholders, not a single buyer. Buying groups are expanding while executive and stakeholder turnover rises. Major decisions often involve double-digit stakeholders across functions, regions, and levels. Unfortunately, many commercial models still behave as if one champion is enough.
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Sales Plays: The Path to Diversification and Growth

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By Scott McDonald, Scott Mcdonald
| RAIN Group Sales Blog
If you’re like most CSOs I talk to, too much of your revenue is coming from too few places. Revenue concentration risk (depending too heavily on a small set of customers, products, or markets) is a serious issue. Gartner’s Chief Sales OfficerQuarterly(3Q25) highlights just how vulnerable many organizations are when a disproportionate share of growth comes from few sources. What looks like focus on paper often turns into concentration risk in real life.
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Win Rates: The Overlooked Lever for Profitable Growth and Sales Efficiency

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By Scott McDonald, Scott Mcdonald
| RAIN Group Sales Blog
Gartner’s 2026 CSO Outlook highlights a central challenge for sales leaders: balancing growth and cost. Too often, the focus falls on cutting expenses (getting lean) when the real opportunity lies in improving win rates (growing the pie). Every percentage point increase in win rate delivers outsized profit growth because most sales costs stay fixed. Even a five-point improvement can generate millions in additional revenue, without adding headcount, territories, or technology.
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