“Our pipeline looks strong.”
“We’re tracking to plan.”
“Q4 is going to be big.”
If you’ve been in the CRO seat for more than a quarter, you’ve heard these words—and felt your gut say “…I hope they’re right.”
Hope is not a strategy. And yet, even top sales orgs operate with a dangerous blind spot that causes the most painful outcome in revenue leadership:
Deals don’t get lost to competitors. They vanish into the status quo.
The Real Problem Isn’t What You Think
When deals stall or slip, most CROs focus on surface-level fixes: more activity, tighter forecasting, maybe a new tool or sales methodology.
But here’s the hard truth:
Most reps don’t know the real reason their deals aren’t closing. And neither do you.
Because what looks like a pipeline issue…
…is often a problem identification issue.
Meet the Revenue Killer: Poor Diagnosis
Let’s say a rep hears the buyer say:
“We’re struggling to get accurate forecasts.”
Sounds like a problem. But it’s not enough.
The rep jumps into demo mode. Talks features. Follows up three times. And then—nothing.
Why?
Because the problem wasn’t tied to business impact, and the root cause wasn’t explored. The buyer didn’t feel the urgency to act. So they didn’t.
And now, it’s a ghost in your pipeline. Forecasted, but fake.
Why Your Team Needs a Thinking Tool, Not Just a Sales Playbook
That’s why more high-growth revenue leaders are turning to the Problem Identification Chart (PIC).
It’s not a script. Not a process.
It’s a way of thinking.
The PIC helps your team map:
- The real problems buyers face
- The impact of those problems on business outcomes
- The root causes that need to be solved
Instead of treating symptoms, your reps learn to diagnose. Instead of pitching features, they uncover urgency. Deals move—not because reps push harder, but because buyers pull faster.
What Happens When You Give Reps This Lens?
Here’s what we’ve seen:
- Less pipeline churn: fewer ghosted deals, fewer fake commits
- Less discounting: buyers see value tied to impact, not just features
- Faster sales cycles: urgency is built naturally in discovery
- More coaching clarity: you can finally pinpoint where deals go off track
Simple. Powerful. Sticky.
This isn’t theory. The PIC follows the same principles that make ideas unforgettable:
- Simple: One page, no jargon, total clarity
- Unexpected: Reframes how reps think about selling
- Concrete: Tied to real pain, real impact, real action
- Credible: Built from working with top B2B teams
- Emotional: Reps feel more confident. Buyers feel heard.
- Story-driven: Every deal becomes a map—not a maze
What If Revenue Didn’t Feel So Unpredictable?
If you could eliminate just 30% of stalled, misdiagnosed deals… what would that do to your forecast? Your hiring plan? Your stress level?
You don’t need another tool.
You need a clearer way for your team to think.
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