ODP, short for Observe, Describe, Prescribe, is the coaching framework a sales manager runs to convert what they see...
Gap Selling Resources Articles
Why Sales Forecasts Are Always Wrong: The Two-Owner Fix
A sales forecast number passes through four or five people before it's final: the rep gives a number, the manager...
Buyer Input Data (BID): Definition and Quantification
Buyer Input Data (BID) is the specific, buyer-verified intelligence that proves the cost of a buyer's inaction is...
Best Case, Worst Case, Most Likely Forecasting: The Limits
Best case, worst case, most likely forecasting is one forecast, built on the same rep-confidence inputs, presented...
The 5 C’s: Sales Forecast Close Rates by Buyer State
An accurate sales forecast requires testing five specific conditions confirmed by the buyer directly: Clarity,...
Sales Enablement Operating System: The PCOS Framework
Sales-training spend maps cleanly across two axes: how rigorously an organization diagnoses the buyer's problem, and...
How to Choose a B2B Sales Consulting Firm
The right B2B sales consulting firm starts with your problem, not their framework. Before evaluating any firm, a CRO...
Why Sales Training Fails
Most sales training fails because it teaches reps what to sell, not how to understand what the buyer needs to fix. A...
Why Is My Close Rate Low?
Close rate problems in B2B sales are almost never closing problems. They're discovery problems. When a rep enters a...
Free Sales Enablement Assessment
Enablement is often measured by completion rates or content usage. Did the team attend the training? Did they download...
Simple Lead Qualification Criteria
Everyone wants more leads. But without clear lead qualification criteria, more leads just means more waste (only 39%...
How to Handle Price Objections
Ah, the dreaded price objection. What many think is a sign the price is too high is actually a sign the deal was...