A rep behind quota has exactly one lever that matters: how much qualified activity gets produced between now and the...
Leadership Articles
Symptoms and Catalysts: A B2B Prospecting Framework
Most B2B prospecting advice assumes the buyer already knows they have a problem, and the rep's only job is to find...
The Offer-Ask Ratio: Sizing a Cold Outreach Request
A buyer deciding whether to respond to a cold email is running a cost-benefit calculation, whether or not they're...
The Five Mindsets of Power Sellers in Prospecting
Skill and knowledge explain why some reps prospect well. They don't explain why reps with nearly identical training...
The So-What System for Pain-Based Outreach Messaging
A product feature describes what a tool does. It rarely describes why a buyer who doesn't have it is in trouble. The...
Using the Problem Identification Chart as a Target List
A Problem Identification Chart is usually taught as a discovery tool: three columns, built off the product before any...
The Nine Truthbombs of Prospecting for Sales Reps
Most cold outreach gets rejected before a rep finishes a sentence, and most reps read that as a personal failure: a...
The 7 Historical Data Benchmarks Every Sales Forecast Needs
Weather forecasters did not get better at predicting rain because the weather changed. They got better because...
Why Sales Reps Don’t Update CRM Fields: Configuration
A rep who lets a CRM field sit blank for three weeks is responding to what the field is asking for. A generic field on...
Sales Rep Assessment Scorecard: Hard Skills, Soft Skills
Ask every manager on a sales team to independently write down, right now, the criteria for what makes a great rep....
Growth Mindset Sales Coaching: Dweck’s Praise Research
A sales manager who tells a rep "you're a natural closer" and a manager who tells the same rep "the way you reframed...
The Performance Paradox: Why Experienced Reps Plateau
Physicians with more years in practice produce measurably worse patient outcomes, on average, than physicians with...