Leadership Articles

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...

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...

Activity Metrics Are Failing Your Sales Team

If more activity guaranteed better sales, every team would crush their numbers. But here we are – sales leaders piling on activity KPIs, and reps running harder on the hamster wheel without making progress. Sound familiar? The truth is, “more” doesn’t mean “better.”...

Mavens of Modern Sales – Randi-Sue Deckard

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week we talked to Randi-Sue Deckard, Senior Vice President,...

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

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

Apr 17, 2025 | Leadership

Your pipeline isn’t broken because your team isn’t working hard enough. It’s broken because there’s no system in place...

The Hidden Threat to Revenue You’re Not Seeing (Until It’s Too Late)

The Hidden Threat to Revenue You’re Not Seeing (Until It’s Too Late)

Apr 14, 2025 | Leadership

“Our pipeline looks strong.”“We’re tracking to plan.”“Q4 is going to be big.” If you’ve been in the CRO seat for more...

Mastering the Skills Layer – The Foundation of the Revenue S.P.E.E.D. Model

Mastering the Skills Layer – The Foundation of the Revenue S.P.E.E.D. Model

Mar 31, 2025 | Leadership

Your sales team isn’t struggling because they’re lazy. They’re struggling because they were never taught how to sell...

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