For years, sales leaders have been trapped in the same frustrating cycle. Training workshops that fade by Monday. Forecast calls that feel more like guessing games than business planning. Tech stacks bloated with dashboards, yet no closer to telling you which deals will actually close.
CROs carry the pressure of investors demanding predictability. CEOs are asked to explain missed quarters. Heads of Enablement are fighting for budget and credibility. And sellers? They’re stuck in a world where effort is high, but outcomes are flat.
This isn’t about bad people or lack of activity. It’s about a broken system.
The Evidence of a Broken System
The numbers tell the story:
- Win rates are declining. Ebsta’s data shows B2B win rates dropped from 27% to 17% in just four years.
- Forecasts are unreliable. Gartner reports that only 6% of sales leaders trust their forecast accuracy.
- Pipeline is wasted. Forrester found that 59% of opportunities end in “no decision.”
- Enablement isn’t landing. ASG’s How Buyers Want to Be Sold research revealed that 72% of buyers said the sales process focused more on pitching the solution than understanding their problem. 41% admitted they bought the wrong solution the first time. 63% wished their salesperson had pushed them harder to think through their situation before buying.
Billions have been spent on training, methodologies, and technology. Activity is everywhere. But results are going backwards.
The Missing Piece: An Operating System for Sales
Every part of the go-to-market engine has been optimized in isolation. Training. Coaching. Tools. Methodologies. Forecasting platforms. But none of it connects. None of it works as a true system.
That’s why results stall. Why enablement looks like overhead. Why revenue leaders are left managing chaos instead of driving growth.
What’s been missing is the equivalent of an operating system—a unifying logic layer that binds all the moving parts together. A structure that connects what sellers learn, how they execute, and what leaders can predict.
And that’s exactly what ASG is unveiling:
The Problem Centric Operating System™ (PC-OS)—a disruptive new model designed to deliver reliable revenue and predictable growth by hardwiring problem centricity into every layer of your GTM motion.
Why This Changes Everything
The PC-OS is not another sales methodology. It’s not another shiny tool. It’s a structural redesign of how sales organizations operate.
Here’s how it changes the game:
- From skills to outcomes. Training no longer dies in the classroom. The PC-OS ensures what reps learn is reinforced in deal reviews and shows up in forecast accuracy.
- From activity to buyer confidence. Leaders stop inspecting how busy reps are and start measuring whether the buyer has Clarity, Control, Consensus, and Change confidence.
- From disconnected parts to an integrated system. Enablement, deal management, and forecasting finally run in a closed loop, anchored on one thing: the buyer’s problem.
It’s the first operating model that turns enablement from a cost center into a growth engine.
Relief for CROs and CEOs
For CROs, this means forecast calls no longer feel like theater. You know which deals will close because you can see buyer confidence, not just pipeline volume.
For CEOs, it means reliable growth you can defend in the boardroom. No more explaining away missed quarters. No more sleepless nights over “surprise losses.”
For Heads of Enablement, it means you finally have proof that your programs move the metrics that matter—win rates, velocity, ACV, forecast accuracy.
This isn’t about more effort. It’s about structural relief. A system that takes the pressure off leaders by making revenue reliable again.
What It Is and Why It Works
The Problem Centric Operating System™ is built on three interconnected layers: Skills, Opportunity, and Forecast. Each layer plays a distinct role, but the true breakthrough comes from how they work together as a continuous loop—ensuring every training dollar translates into measurable sales outcomes.
1. The Skills Layer – Redefining Training Beyond Scripts and Methods
Traditional sales training has always been incomplete. For decades, it focused on teaching reps how to pitch, memorize scripts, and overcome objections. More recently, organizations bolted on selling methodologies—SPIN, Challenger, MEDDIC, Sandler, SPICED.
But here’s the flaw: these approaches are too narrow and rarely reinforced. They give reps a sequence of questions or a checklist of tactics, but they don’t build the full set of skills required to consistently diagnose complex buyer problems. And because managers aren’t trained to coach the method, most of what gets taught fades within weeks.
The ASG Problem Centric Operating System™ redefines the Skills Layer by not only grounding sellers in a method—Gap Selling—but also broadening and deepening what training really means. Instead of stopping at a single framework, the Skills Layer develops the full spectrum of capabilities modern sellers need:
- A proven method (Gap Selling). Sellers are trained to uncover the buyer’s current state, identify the problems within it, quantify the impacts, and trace them to root causes. Every opportunity begins with a diagnosis, not a pitch.
- Business acumen. Reps learn how businesses actually operate—customer models, financial levers, industry dynamics—so they can hold their own in executive conversations.
- Problem fluency. Training immerses reps in the problems their buyers face, giving them the credibility to engage deeply and reframe issues.
- Diagnostic discovery. Using the Problem Identification Chart (PIC) and capturing Buyer Input Data (BID), reps are trained to diagnose with the precision of a doctor, not the bias of a product pusher.
- Manager readiness. Training extends to managers, preparing them to coach consistently using the same frameworks, so reinforcement doesn’t break down after the workshop.
This layer doesn’t just produce sellers who “know a method.” It creates business advisors who can diagnose, quantify, and solve buyer problems—and managers who are ready to reinforce those skills.
2. The Opportunity Layer – Game-Time Execution Anchored in BID
Opportunities are where training either sticks or slips away. Too often, reps fall back into product pitches, and managers coach inconsistently.
The PC-OS prevents that collapse by making Buyer Input Data (BID) the anchor of every deal review and coaching session. BID forces rigor into execution by requiring reps to prove they’ve uncovered the problem, quantified the impact, and tied the solution directly back to the root cause.
In this layer, managers aren’t just “giving advice.” They’re using the ODP Coaching Framework (Observe, Describe, Prescribe, Absorb, Apply) to reinforce the same skills reps were taught in the Skills Layer:
- Observe the rep in action.
- Describe what happened.
- Prescribe the correction.
- Ensure the rep absorbs the feedback.
- Validate that they apply it in the next opportunity.
This creates a closed loop of accountability: reps apply the playbook, managers coach the playbook, and the organization builds consistency in how deals are qualified, advanced, and closed.
The Opportunity Layer is game time. It ensures training isn’t theory—it’s execution, reinforced and measured in live deals.
3. The Forecast Layer – Reliable, Predictable, Trustworthy
Forecasting is the ultimate stress test of a sales organization. CROs and CEOs don’t just want data—they want a forecast they can trust, defend, and deliver. Yet most forecasts are built on stages, probabilities, and rep optimism. That’s why they miss.
The PC-OS replaces guesswork with the Buyer Confidence Model, which measures whether buyers are truly ready to act. Confidence is assessed across four dimensions:
- Clarity: Does the buyer fully understand the problem?
- Control: Do they believe they can take the necessary steps to solve it?
- Consensus: Is the buying group aligned on the problem, impact, and solution?
- Change: Do they believe they can successfully execute the transition and that you can deliver on the promises you’ve made?
That last piece—Change—is where most deals collapse. Buyers might recognize the problem and agree it matters. But if they don’t believe they can implement the change internally, or they don’t trust you to deliver, the deal stalls or dies in “no decision.”
By inspecting pipeline through these four lenses, leaders produce forecasts that reflect buyer reality, not seller hope. The result isn’t just higher accuracy—it’s credibility. Leaders can walk into board meetings with forecasts they can stand behind.
The Continuous Loop – Maximizing Training ROI
The true power of the PC-OS is the continuous loop that connects all three layers:
- Skills are taught in Layer 1.
- They’re applied and coached in Layer 2.
- They’re validated and measured in Layer 3.
Then the loop feeds back. Forecast reviews surface gaps that guide coaching priorities, which in turn shape new training needs. The organization continuously improves, and enablement investments compound.
This loop ensures that training isn’t just an event—it’s a system. Every dollar spent on enablement produces measurable returns: higher win rates, shorter sales cycles, stronger ACV, and forecasts you can actually trust.
Most organizations can’t prove their training investment moves the needle. With the PC-OS, you can.
Why Now?
The timing couldn’t be more urgent:
- Buyers are more cautious than ever. They won’t buy without confidence you understand their problem better than they do.
- AI has leveled the playing field. Anyone can generate pitches. What can’t be automated is true problem diagnosis.
- Enablement is under fire. Budgets are shrinking unless you can prove ROI. Training that doesn’t move revenue outcomes won’t survive.
The PC-OS was built for this moment.
The Future of Selling
For decades, sales leaders have been told the answer was “more”: more training, more tools, more dashboards. But more hasn’t worked.
The future isn’t more. The future is different.
The future is a GTM system where training, opportunity execution, and forecasting finally operate as one. A system where revenue leaders can stop guessing and start leading with confidence.
That future starts now, with the Problem Centric Operating System™.
Because sales doesn’t just need another playbook. It needs an operating system.
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