Best case, worst case, most likely forecasting is one forecast, built on the same rep-confidence inputs, presented...
Leadership Articles
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...
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...
The Modern CRO: A Framework for Hiring, Evaluating, and Building Revenue Leadership That Lasts
Chief Revenue Officer is the fastest-growing job title in corporate America. It is also the shortest-lived seat in the...
Your SDRs Are Hitting Their Activity Targets. That Is Exactly the Problem.
The Pipeline Coverage Problem That Volume Cannot Fix Across 16.5 million B2B cold emails analyzed by Martal in 2025,...
The AI SDR Productivity Problem
Gartner's November 2025 report on AI in sales is cited most often for one number: AI agents will outnumber human...
A Sales Growth Company Named Representative Vendor in the 2025 Gartner® Market Guide for Sales Training Service Providers, Worldwide
A Sales Growth Company has been recognized as a Representative Vendor in the 2025 Gartner Market Guide for Sales...
How CROs Can Lead Through the Next Five Years of Change
The expectations placed on CROs are widening fast. Boards still want predictable revenue, but the way those results...
What Are You Trying to Accomplish with Your SKO?
So, you’re starting to plan your Sales Kickoff. You probably have a list of venues, a rough schedule, maybe a few...
How Potential Investors Evaluate Sales Organizations
Before any investment, potential backers study how revenue is created and sustained. Product strength draws...
How to Apply AI Across the Revenue Team
How CROs Are Putting AI to Work AI is reshaping how CROs run their revenue teams. It’s helping teams spot what’s...