“Our pipeline looks strong.”“We’re tracking to plan.”“Q4 is going to be big.” If you’ve been in the CRO seat for more than a quarter, you’ve heard these words—and felt your gut say “…I hope they’re right.” Hope is not a strategy. And yet, even top sales orgs operate...
Sales leaders love quota attainment. It’s the default scoreboard for performance. Reps live and die by their number. Hit it, and you’re a rockstar. Miss it, and you’re a problem. Sound about right? But, quota attainment is a lagging indicator. It only tells you what...
8 minute abs. 30 day transformations. Instant quota attainment. Sales is starting to look at lot like the fitness industry. Fast results with minimal effort. No struggle, no real work, just hacks, tools and gimmicks designed to make people feel like they’re improving...
Winning sales isn’t about being the market leader or offering the lowest price – it’s about how you position your solution to align with the prospect’s needs and priorities. Many salespeople lose deals because they let the prospect control the narrative, focusing on...
Deals get stuck because the buyer doesn’t believe your solution is worth the effort, time, or money right now. It’s not because your product doesn’t work or your service doesn’t solve a problem. The buyer simply doesn’t feel enough urgency to act. Most of the time,...
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