Leadership Articles

Sales is the new Fitness Industry – Illusions of Quick Fixes and Instant Success

8 minute abs. 30 day transformations. Instant quota attainment. Sales is starting to look at lot like the fitness industry. Fast results with minimal effort. No struggle, no real work, just hacks, tools and gimmicks designed to make people feel like they’re improving...

Is Your Sales Team Broken? The Simple Benchmarks every CRO should Know

Why Your Sales Team is Losing and You Don’t Even Know it Most sales teams are broken, and the people running them have no clue. They drown in activity, chase bad deals, and celebrate pipeline volume like it’s a win, when in reality they’re bleeding revenue. You don’t...

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....

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...

Sales Training: A Practical Guide for Sales Leaders and Enablement Teams

Sales Training: A Practical Guide for Sales Leaders and Enablement Teams

Apr 30, 2025 | Leadership

Sales training is the process of improving how reps execute in live sales situations. It focuses on building the...

Deal Scoring Framework: Inputs, Application, and Measurement

Deal Scoring Framework: Inputs, Application, and Measurement

Apr 24, 2025 | Leadership

Deal scoring is a method for evaluating the health and quality of sales opportunities using defined inputs. It’s used...

Forecast Layer of the Revenue S.P.E.E.D. Model

Forecast Layer of the Revenue S.P.E.E.D. Model

Apr 21, 2025 | Leadership

Forecasting is a core part of sales leadership and one of the easiest places for bad data to hide(only 45% of sales...

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