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EBooks
Blogs
What’s the Best Sales Methodology for B2B?
The best B2B sales methodology is the one that changes what reps do during the discovery conversation — not what they do during the pitch. Most methodologies focus on technique: how to handle objections, how...
Sales Strategy Consulting — What to Look For
Sales strategy consulting produces results when the engagement changes how reps behave on actual deals — not when it produces a polished deck. The most common failure: a consulting firm builds a go-to-market...
What Is a Sales Operating System? The Complete Guide to the Category That Makes Sales Methodology, Training, and Tools Actually Work
If you’re searching for sales training that actually works, sales programs that stick, or a sales methodology that delivers, you’re not the only one. There’s a reason this is the search the...
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...
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...
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...
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....
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...
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 Training Service Providers. As per Gartner, “Sales enablement leaders can use this guide to...
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
How to Choose a B2B Sales Consulting Firm
The right B2B sales consulting firm starts with your problem, not their framework. Before evaluating any firm, a CRO needs to know what they’re trying to fix: close rate, pipeline quality, discovery...
Why Sales Training Fails
Most sales training fails because it teaches reps what to sell, not how to understand what the buyer needs to fix. A rep who completes most training programs can recite the product’s value propositions,...
Why Is My Close Rate Low?
Close rate problems in B2B sales are almost never closing problems. They’re discovery problems. When a rep enters a deal without a clear picture of what’s broken in the buyer’s current...
Free Sales Enablement Assessment
Enablement is often measured by completion rates or content usage. Did the team attend the training? Did they download the deck? But those metrics don’t show whether anything changed in the way reps sell. The...
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...
Best MEDDIC Alternatives for B2B Sales Teams
Key Takeaways MEDDIC is a widely adopted sales qualification framework designed to evaluate deal viability and improve forecast reliability in complex B2B sales environments. It does not address the buyer’s...
25% of Leaders Doubt Enablement: How to Prove Your Worth
Enablement, sit up and take notice. Replicate Labs just released a new study, and the findings should raise some serious red flags for how your teaching efforts are being perceived. In their study, Replicate...
Improving Sales Forecast Accuracy With Buyer Input Data
Sales forecasts suck. They’re constantly inaccurate and consistently a thorn in the side of every sales leader. Despite investments in the latest CRM add-ons, forecast tools, and “new and improved processes”...