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Leadership Articles

Why Sales Meetings Booked Weeks Out Rarely Happen

A sales meeting booked for the next day gets shown up to roughly 90 percent of the time. The same meeting booked five weeks out gets shown up to roughly 15 percent of the time. Nothing about the buyer's interest necessarily changed between those two numbers. What...
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The Math of Making Quota: A Pipeline Activity Formula

A rep behind quota has exactly one lever that matters: how much qualified activity gets produced between now and the end of the period. Closing skill is already baked into the close rate the rep is currently running at. The only question worth asking is a math...
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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 them before a competitor does. That assumption eliminates a huge share of a target market: the accounts where the problem exists but nobody inside the...
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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 aware of it: is what's being offered worth more than what's being asked for. Most cold outreach fails this test before the buyer ever gets to the offer,...
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