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Leadership Articles

Low Close Rates are a Symptom of Poor Discovery

Low close rates are a symptom, not the disease. Too often, sales leader misdiagnose the problem, blaming reps for lack of follow-up, weak negotiation skills, or simply not hustling enough. It’s an easy scapegoat but it’s dead wrong. The real culprit is poor discovery....
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How to Build Accurate, Predictable Sales Forecasts

Why are sales forecasts so damn unreliable? If you’re leading a sales team or running revenue operations, you’ve probably been burned by forecasts that looked solid on paper but fell apart by the end of the quarter. Deals slip, reps overpromise, and suddenly those...
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Overcoming Shrinking Average Sales Price

Salespeople don’t lose deals because of price. They lose because they fail to make buyers care about the value. Shaving a few bucks off the bottom is not what wins a deal. What wins is when a salesperson can present the solution in a way that screams “this is going to...
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Why Your Sales Kickoff Event Could Be Costly

Let me be straight: most companies are approaching their Sales Kickoffs with misguided enthusiasm. Significant budgets have been allocated to speakers, venues, and team activities. But, is this temporary motivation or is the event aligned strategically to 2025...
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