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Gap Selling Resources Articles

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 other has seen this exact shape three times this year, lost every one, and says kill it. Both are confident. Both are looking at the same BID profile,...
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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 quota attainment quarter after quarter. Same comp plan, same territory pool, same lead source. The manager running the team explains most of that gap,...
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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 spend grew from $14 billion to $80 billion industry-wide, nearly six times over, and the sales enablement platform market grew from roughly $1.1 billion...
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Sales Enablement Job Description: 15 Years Out of Date

Search "VP of Sales Enablement" on LinkedIn on any given day and pull up three postings from three different B2B companies. Set the requirements sections side by side. They read like the same document, copied three times. Seven-plus years of experience designing...
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