Physicians with more years in practice produce measurably worse patient outcomes, on average, than physicians with...
Gap Selling Resources Articles
Ability, Motivation, Opportunity: Campbell’s AMO Model
A sales rep can complete every module in a certification program, pass the exam, and still miss quota by a wide...
Why CROs Get Fired for Unannounced Forecast Misses
A CRO's job security tracks one variable: whether the board learned about a miss before the miss showed up in the...
Action Bias in Business Decisions: The Penalty-Kick Study
Elite soccer goalkeepers dive left or right on penalty kicks 94% of the time. Statistically, staying in the center of...
Sales Forecast Accuracy Benchmark: The 15% Standard
A forecast that misses by 30% and a forecast that misses by 3% get reported using the same word: inaccurate. That word...
Weekly Sales Forecast Cadence: The 5-Day Review Rhythm
A sales forecast built once at the start of a quarter and checked again twelve weeks later functions as a guess with a...
How to Train Sales AI on Your Own Sales Methodology
A sales organization that buys an AI call-scoring tool, plugs it into the CRM, and lets it start grading deals has...
Sales Enablement Audit: A 90-Day Diagnostic Framework
Ask a VP of Sales Enablement whether the function is working, and the honest answer usually comes dressed up as a...
The 8 Training Categories Every B2B Sales Org Needs
Most enablement teams build sales training around three things: product knowledge, a methodology workshop, and a...
How to Build a Red/Yellow/Green Deal Scoring Rubric
Two managers look at the same deal on a Monday pipeline review. One says it's rock solid, put it in the forecast. The...
Does Manager Quality Affect Sales Performance? The Data
Two sales teams inside the same company, selling the same product, trained on the same methodology, produce different...
Sales Quota Attainment Fell From 63% to 28% Since 2012
In 2012, 63% of B2B sales reps hit quota. In 2024, 28% did. Over the same fifteen years, the average company's CRM...