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Blogs
Sales Forecast Accuracy Benchmark: The 15% Standard
A forecast that misses by 30% and a forecast that misses by 3% get reported using the same word: inaccurate. That word is doing too much work. Most B2B sales organizations have never defined how much deviation...
Weekly Sales Forecast Cadence: The 5-Day Review Rhythm
A sales forecast built once at the start of a quarter and checked again twelve weeks later functions as a guess with a report date attached to it. A forecast that holds up under real conditions runs on a...
How to Train Sales AI on Your Own Sales Methodology
A sales organization that buys an AI call-scoring tool, plugs it into the CRM, and lets it start grading deals has just made a hire without a job description, without onboarding, and without training on how...
Sales Enablement Audit: A 90-Day Diagnostic Framework
Ask a VP of Sales Enablement whether the function is working, and the honest answer usually comes dressed up as a metric that does not answer the question: a completion rate on the last certification, an NPS...
The 8 Training Categories Every B2B Sales Org Needs
Most enablement teams build sales training around three things: product knowledge, a methodology workshop, and a general industry overview. Ask what else is in the program and the list runs out fast. That gap...
How to Build a Red/Yellow/Green Deal Scoring Rubric
Two managers look at the same deal on a Monday pipeline review. One says it’s rock solid, put it in the forecast. The other has seen this exact shape three times this year, lost every one, and says kill...
Does Manager Quality Affect Sales Performance? The Data
Two sales teams inside the same company, selling the same product, trained on the same methodology, produce different quota attainment quarter after quarter. Same comp plan, same territory pool, same lead...
Sales Quota Attainment Fell From 63% to 28% Since 2012
In 2012, 63% of B2B sales reps hit quota. In 2024, 28% did. Over the same fifteen years, the average company’s CRM spend grew from $14 billion to $80 billion industry-wide, nearly six times over, and the...
Sales Enablement Job Description: 15 Years Out of Date
Search “VP of Sales Enablement” on LinkedIn on any given day and pull up three postings from three different B2B companies. Set the requirements sections side by side. They read like the same...
Sales Training Retention Statistics: Bloom’s 2 Sigma Study
A sales rep sits through a two-day workshop. Gartner’s research on training retention found that sellers forget 70% of what they were taught within a week, and 87% within a month, which means the...
EBooks
Blogs
The Buyer Confidence Gap: Why You Can’t Trust Forecasts
Why You Can’t Trust Forecasts Every CRO knows the sinking feeling of walking into a board meeting armed with a forecast—only to explain why 30% of “committed” deals slipped, stalled, or disappeared into...
Simple Lead Qualification Criteria
Everyone wants more leads. But without clear lead qualification criteria, more leads just means more waste (only 39% of sales orgs apply lead criteria). Reps chase deals that won’t close, pipelines get...
How to Handle Price Objections
Ah, the dreaded price objection. What many think is a sign the price is too high is actually a sign the deal was handled wrong. It usually means the rep skipped steps, rushed to pitch, or failed to connect the...
The Sales Processes Hurting Your Close Rate
Eighty-six percent of B2B sales fall apart before they close. Only 10% of sellers put the buyer first. That’s not a coincidence. Most sellers still lead with what they want to say, rather than what the buyer...
Books Every Sales Manager Should Read
Sales performance starts with leadership. These books give managers clear systems for improving coaching, running pipeline reviews, and building high-output teams. Each one focuses on execution: what to...
Top Sales Books for Handling Objections
Objections stall deals. Indecision kills them. These books give salespeople practical tools to navigate both. Whether you’re hearing “I need to think about it,” or dealing with buyers who seem interested...
Best Sales Discovery Books in 2025
Most deals fall apart during discovery. Reps ask vague questions, get vague answers, and build proposals on guesswork. These books change that. Each title on this list improves how you run discovery. From how...
Top Prospecting Books for Sales Reps in 2025
Prospecting drives every part of the sales process. Without it, there’s no pipeline. This list highlights the most recommended books on prospecting published in the last decade. These titles have been...
Sales Books 2025: The Most Recommended Titles for Modern Sellers
These are the most recommended sales books written in the last 10 years(ish). The list reflects input from sales leaders, enablement professionals, and active seller communities. Each book introduces a...
How to Scale a Sales Team in 2025
Before scaling a sales team, sales leaders need to confirm the organization is ready to support more people, more process, and more pipeline. Hiring too early, without structure or visibility, creates...
Blogs
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 average reply rate was 5.8 percent — down from 6.8 percent two years prior. B2B sales...
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 sellers 10 to 1 by 2028. That ratio explains why AI SDR tools are finding budget in...
Quarterly Sales Quota Calculator: Are You Gonna Make It?
Evaluating Your Q4 Sales Pipeline – The Sales Quota Calculator It’s the first week of October and the first week of Q4. Most of us have put Q3 behind us, good or bad and we’re squarely focused on making...
Balance Sheets: Exploring their Hidden Sales Secrets
Decoding Balance Sheets for Sales Growth Last week, we went through the Profit and Loss Statement. This week we’re going to tackle the balance sheet. The balance sheet and the profit and loss statement go...
The Power of Profit and Loss Statements in Driving Sales Strategies
Exploring the Intersection of Sales and Customer Profit and Loss Statements I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2B sales don’t happen unless...
Sales Account Strategy Plans: Goals, Strategies, Initiatives, Tactics
Sales Account Strategy: Aligning Your Goals with Your Customer’s Needs The Importance of Strategies in Account Management Strategy and account management provide a clear window in the process of...
Mastering the Sales Cadence: A Guide to Building a Winning Account Strategy
Driving account success with an effective sales cadence. You’ve heard the term sales cadence before. But, do you know how to implement a sales cadence that drives results? Many organizations tend to shy...
Social Selling – How To Use LinkedIn Properly
Last week we talked about why it’s vital to not use LinkedIn as a cold selling platform. A bunch of you didn’t agree and wanted more on the right way to use LinkedIn and social selling to further your sales....
8 Key Elements to Killer Sales and Marketing Emails that Win
Email is a critical tool in almost every profession today. Sales and marketing emails are one of, if not the most important touchpoint in the business world. 8 Key Elements to Making the Most of Your Email...
What Your Deal Strategy Must Include
Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and...
Tools
Blogs
Gap Selling vs. Sandler: Which Sales Method Drives Revenue Metrics for CROs?
Sales teams are measured on five metrics: customer acquisition cost, win rates, sales cycle length, average contract value, and quota attainment. The sales methodology you choose will shape these numbers...
Gap Selling vs. Miller Heiman: A CRO’s Guide to Improving CAC, Win Rate, Sales Cycle, ACV, and Quota
Every sales methodology should influence CAC, win rates, deal size, and sales cycle length. For CROs choosing a system in 2025, the evaluation should start with one question: does this method support the...
Comparison: MEDD(P)ICC and Gap Selling
Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes to the MEDDIC sales methodology. You schedule a call, and during the call, the sellers...
Gap Sell Keenan 63: Stop Selling and Listen
We can’t say this loud enough, B2B sales is changing. Relentlessly pushing products and hammering prospects with your rehearsed sales pitch is dead. Developing a successful sales approach needs to focus on...
Risk to Reward: A Sales Case Study
How a Calculated Sales Risk Paid Off One of the top selling Tequilas in the world doesn’t allow the word tequila to be used when referring to it’s product. Yes, it’s on the bottle, but that’s pretty much the...
Sales Strategy Lessons From My 14 Year Old Self
The Sales Strategy that Made a Skatepark a Reality This is how my feisty 14 year old self accidentally Gap Sold my town into building a skatepark. Buckle up! Because I’m going to walk you through my...
Gap Selling Testimonial: How ASG Helped ARMS Reliability Reach Acquisition
Gap Selling Testimonial: Closing a 7 Million Dollar Gap In 12 Months. What can a 38% Increase in Bookings, 50% Increase in Conversions, and closing a 29% Growth Gap do for a company? Acquisition by a Fortune...
Testimonial: Convincing a Customer to Change is Hard – How Ryan Cannady Uses Gap Selling to Make it Easier
Change is hard: how Ryan Cannady increased membership 5X, Convincing a customer to change from a competitor to your product or service is a challenge faced by almost every company at one point or...
Testimonial: Invest in Your Employees > Increase SaaS Values 300%
300% increase in SaaS value, 20% increase in win rates, increasing employee satisfaction – How Cart.com created a winning sales culture. (Hint: Invest in your employees) Sales training does not...
Testimonial: 3 Benefits of Gap Selling: Improve Close Rates, Eliminate Budget Restrictions, Gain Additional Customer Insights
3 Benefits of Gap Selling – 1. Improve close rates 2. Eliminate budget discussions 3. Gain insights into client problems you didn’t know existed. Mark Cope, has been through Gap Selling Training with 2...
EBooks
Blogs
Sales Forecast Accuracy Benchmark: The 15% Standard
A forecast that misses by 30% and a forecast that misses by 3% get reported using the same word: inaccurate. That word is doing too much work. Most B2B sales organizations have never defined how much deviation...
Weekly Sales Forecast Cadence: The 5-Day Review Rhythm
A sales forecast built once at the start of a quarter and checked again twelve weeks later functions as a guess with a report date attached to it. A forecast that holds up under real conditions runs on a...
How to Train Sales AI on Your Own Sales Methodology
A sales organization that buys an AI call-scoring tool, plugs it into the CRM, and lets it start grading deals has just made a hire without a job description, without onboarding, and without training on how...
Sales Enablement Audit: A 90-Day Diagnostic Framework
Ask a VP of Sales Enablement whether the function is working, and the honest answer usually comes dressed up as a metric that does not answer the question: a completion rate on the last certification, an NPS...
The 8 Training Categories Every B2B Sales Org Needs
Most enablement teams build sales training around three things: product knowledge, a methodology workshop, and a general industry overview. Ask what else is in the program and the list runs out fast. That gap...
How to Build a Red/Yellow/Green Deal Scoring Rubric
Two managers look at the same deal on a Monday pipeline review. One says it’s rock solid, put it in the forecast. The other has seen this exact shape three times this year, lost every one, and says kill...
Does Manager Quality Affect Sales Performance? The Data
Two sales teams inside the same company, selling the same product, trained on the same methodology, produce different quota attainment quarter after quarter. Same comp plan, same territory pool, same lead...
Sales Quota Attainment Fell From 63% to 28% Since 2012
In 2012, 63% of B2B sales reps hit quota. In 2024, 28% did. Over the same fifteen years, the average company’s CRM spend grew from $14 billion to $80 billion industry-wide, nearly six times over, and the...
Sales Enablement Job Description: 15 Years Out of Date
Search “VP of Sales Enablement” on LinkedIn on any given day and pull up three postings from three different B2B companies. Set the requirements sections side by side. They read like the same...
Sales Training Retention Statistics: Bloom’s 2 Sigma Study
A sales rep sits through a two-day workshop. Gartner’s research on training retention found that sellers forget 70% of what they were taught within a week, and 87% within a month, which means the...