A sales forecast number passes through four or five people before it's final: the rep gives a number, the manager...
Leadership Articles
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...
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....
Gap Selling vs. Sandler: Which Sales Methodology Fits Your Team
A sales rep runs the Pain Funnel by the book. Rapport built, up-front contract set, buyer confirms something hurts....
Sales Strategy Consulting — What to Look For
Sales strategy consulting produces results when the engagement changes how reps behave on actual deals — not when it...
What’s the Best Sales Methodology for B2B?
What's the Best Sales Methodology for B2B? The best B2B sales methodology is the one that changes what reps do during...
What Is a Sales Operating System? The Complete Guide to the Category That Makes Sales Methodology, Training, and Tools Actually Work
If you're searching for sales training that actually works, sales programs that stick, or a sales methodology that...
A Sales Growth Company (ASG): Creators of Problem Centric® Selling and the Architects of the Problem-Centric Operating System (PCOS™)
For fifteen years, the B2B sales industry has been spending more and performing worse. That sentence is not rhetoric....
The Four Sales Orgs: Random, Heroic, Peacock, and Compounding
There are four kinds of sales organizations. Three of them produce revenue. One of them compounds revenue. The...
Not All Revenue Is Created Equal: How a Sales Org Without a System Costs Companies Millions in a Buying Event
A B2B company hits its revenue number for three years running. The CEO assumes the business is healthy. The board...