ODP, short for Observe, Describe, Prescribe, is the coaching framework a sales manager runs to convert what they see...
Leadership Articles
Why Sales Forecasts Are Always Wrong: The Two-Owner Fix
A sales forecast number passes through four or five people before it's final: the rep gives a number, the manager...
Buyer Input Data (BID): Definition and Quantification
Buyer Input Data (BID) is the specific, buyer-verified intelligence that proves the cost of a buyer's inaction is...
Best Case, Worst Case, Most Likely Forecasting: The Limits
Best case, worst case, most likely forecasting is one forecast, built on the same rep-confidence inputs, presented...
The 5 C’s: Sales Forecast Close Rates by Buyer State
An accurate sales forecast requires testing five specific conditions confirmed by the buyer directly: Clarity,...
Sales Enablement Operating System: The PCOS Framework
Sales-training spend maps cleanly across two axes: how rigorously an organization diagnoses the buyer's problem, and...
The Four Types of Sales Organizations: Random, Heroic, Peacock, and Compounding
Sales enablement spend in B2B has grown for fifteen straight years. CRM spend alone went from $14 billion in 2010 to...
What B2B Buyers Want From Salespeople
B2B buyers want salespeople who understand their business problems before recommending a product. That is the central...
Gap Selling vs. SPIN Selling: How Two Diagnostic Methodologies Compare
SPIN Selling and Gap Selling are built on the same foundational direction: both require the seller to develop a...
Gap Selling vs. MEDD(P)ICC: A Complete Comparison for Sales Teams
The question sales teams running MEDD(P)ICC rarely get a clear answer to is how their reps should run discovery....
Gap Selling vs. Force Management: Which Methodology Fits Your Team
The choice between Gap Selling and Force Management is not about which methodology has a better client list. It is...
Gap Selling vs. Challenger Sale: Two Theories of Why Buyers Buy
A rep delivers a Commercial Insight. The buyer lights up. Calls it the best vendor meeting they have had all year....