Leadership Articles

The Hidden Flaw in Sales Training: Why Passive Reinforcement Could Save Your GTM

We've All Seen It Every CRO or Head of Enablement knows the drill. You invest six figures in sales training. The trainers inspire your reps for a few days, maybe a week. The room buzzes with new energy, fresh language, and shared conviction that “this time it will...

The Missing Operating System in Sales — And Why It’s Costing CROs Predictability

Walk into any modern sales organization today, and you’ll see dashboards glowing with activity metrics, pipelines filled with “high-probability” deals, and sales teams trained in a smorgasbord of methodologies.On the surface, it looks like progress. In reality, most...

Gap Selling vs. Sandler: Which Sales Method Drives Revenue Metrics for CROs?

Sales teams are measured on five metrics: customer acquisition cost, win rates, sales cycle length, average contract value, and quota attainment. The sales methodology you choose will shape these numbers directly. This article compares Gap Selling and Sandler on each...

Gap Selling vs. Miller Heiman: A CRO’s Guide to Improving CAC, Win Rate, Sales Cycle, ACV, and Quota

Every sales methodology should influence CAC, win rates, deal size, and sales cycle length. For CROs choosing a system in 2025, the evaluation should start with one question: does this method support the outcomes the business expects me to deliver? This article...