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Leadership Articles

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. It is the documented trajectory of a sixteen-year period in which CRM spend grew approximately 5.7x, sales enablement platform spend grew...
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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 difference is huge. Revenue is what you hit this year. Compounding revenue is what you hit every year — same headcount, rising win rates, tightening...
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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 congratulates the team. The CRO presents the steady-state slide deck. The growth story looks intact. Then a buying event triggers. A PE-led...
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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 C-suite. Across credible research sources, average CRO tenure runs 17 to 25 months. SaaStr's data on 14,000 executives puts it at approximately 1.8...
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