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Blogs
The Compounding Sales Org: Building a System That Holds
Quick answer: A compounding sales org is one where the system, not the people, delivers the number. The work is defined, used the same way by everyone, and measured, which makes performance repeatable and...
The Peacock Sales Org: Great Training, Flat Numbers
Quick answer: A peacock sales org produces genuinely high-quality enablement work that does not change business outcomes. The program is well designed, well delivered, and well received, scoring highly on...
The Random Sales Org: Busy Enablement, Flat Numbers
Quick answer: A random sales org runs a high volume of enablement work that is not connected to any business number. New messaging, a workshop, a certification, two tools, an AI pilot, a battlecard project,...
The Heroic Sales Org: What the Quarter-End Push Costs
A heroic sales org makes its number through force rather than through a system: pushing harder, discounting deeper, pulling deals forward from next quarter, and having executives step in to save deals. It...
Why Sales Managers Are the Least-Coached Role in Revenue
Reps get training every quarter. They get coaching every week, from a manager whose job is partly defined by making them better. They get tools, content, and a cadence built around their own development. The...
The Cost of the Heroic Quarter-End Close on Win Rates
At the end of every quarter, sales reps close 2.9 times more deals than they do during a typical stretch of the month. On the surface, that looks like a team rising to the occasion. Underneath it, the same...
The Peter Principle in Sales: Research on Promoting Top Reps
Sales organizations promote based on one signal almost every time: who is hitting the number. It feels like the safest, most objective way to decide who runs a team next. Three economists who tested that...
Deal Rescuing: Why Sales Managers Take Over Stalled Deals
Deal rescuing is the most common failure pattern in frontline sales management: a manager takes over a rep’s stalled deal and closes it personally instead of coaching the rep through it. It looks like...
ODP Sales Coaching Framework: Deal vs. Skill Coaching
ODP, short for Observe, Describe, Prescribe, is the coaching framework a sales manager runs to convert what they see in a live deal into a rep who sells better than they did yesterday. The manager observes an...
Why Sales Forecasts Are Always Wrong: The Two-Owner Fix
A sales forecast number passes through four or five people before it’s final: the rep gives a number, the manager passes it up, the VP passes it up, the CRO passes it up to the board. Each person just...
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
The Compounding Sales Org: Building a System That Holds
Quick answer: A compounding sales org is one where the system, not the people, delivers the number. The work is defined, used the same way by everyone, and measured, which makes performance repeatable and...
The Peacock Sales Org: Great Training, Flat Numbers
Quick answer: A peacock sales org produces genuinely high-quality enablement work that does not change business outcomes. The program is well designed, well delivered, and well received, scoring highly on...
The Random Sales Org: Busy Enablement, Flat Numbers
Quick answer: A random sales org runs a high volume of enablement work that is not connected to any business number. New messaging, a workshop, a certification, two tools, an AI pilot, a battlecard project,...
The Heroic Sales Org: What the Quarter-End Push Costs
A heroic sales org makes its number through force rather than through a system: pushing harder, discounting deeper, pulling deals forward from next quarter, and having executives step in to save deals. It...
Why Sales Managers Are the Least-Coached Role in Revenue
Reps get training every quarter. They get coaching every week, from a manager whose job is partly defined by making them better. They get tools, content, and a cadence built around their own development. The...
The Cost of the Heroic Quarter-End Close on Win Rates
At the end of every quarter, sales reps close 2.9 times more deals than they do during a typical stretch of the month. On the surface, that looks like a team rising to the occasion. Underneath it, the same...
The Peter Principle in Sales: Research on Promoting Top Reps
Sales organizations promote based on one signal almost every time: who is hitting the number. It feels like the safest, most objective way to decide who runs a team next. Three economists who tested that...
Deal Rescuing: Why Sales Managers Take Over Stalled Deals
Deal rescuing is the most common failure pattern in frontline sales management: a manager takes over a rep’s stalled deal and closes it personally instead of coaching the rep through it. It looks like...
ODP Sales Coaching Framework: Deal vs. Skill Coaching
ODP, short for Observe, Describe, Prescribe, is the coaching framework a sales manager runs to convert what they see in a live deal into a rep who sells better than they did yesterday. The manager observes an...
Why Sales Forecasts Are Always Wrong: The Two-Owner Fix
A sales forecast number passes through four or five people before it’s final: the rep gives a number, the manager passes it up, the VP passes it up, the CRO passes it up to the board. Each person just...