Close rate problems in B2B sales are almost never closing problems. They’re discovery problems. When a rep enters a deal without a clear picture of what’s broken in the buyer’s current situation — what it’s costing them, what would change if...
If you’re searching for sales training that actually works, sales programs that stick, or a sales methodology that delivers, you’re not the only one. There’s a reason this is the search the field keeps running. For fifteen years, B2B sales...
For fifteen years, the B2B sales industry has been spending more and performing worse. That sentence is not rhetoric. It is the documented trajectory of a sixteen-year period in which CRM spend grew approximately 5.7x, sales enablement platform spend grew...
There are four kinds of sales organizations. Three of them produce revenue. One of them compounds revenue. The difference is huge. Revenue is what you hit this year. Compounding revenue is what you hit every year — same headcount, rising win rates, tightening...
A B2B company hits its revenue number for three years running. The CEO assumes the business is healthy. The board congratulates the team. The CRO presents the steady-state slide deck. The growth story looks intact. Then a buying event triggers. A PE-led...
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