Why CROs Keep Getting Fired: You Hired a Closer
CRO tenure runs 17 to 25 months. The cause isn’t the person in the chair. What the role actually owns, and what a board should hire against.
Read MoreCategory: HR
Why Sales Training Fails: Billions Spent, Nothing Moved
Companies spend billions training sellers and win rates don’t move. Why it fails, what “we hit the number” actually costs, and what Saban got right.
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You Can’t Heroic Your Way to Double-Digit Growth
McKinsey says the B2B growth floor has moved up. A heroic sales org can hit a hard number once. Hitting it on purpose takes a system.
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We Don’t Need Sales Stages Anymore
Stages track what the seller did, not what the buyer knows. Replace the pipeline with a pie that fills with Buyer Input Data: red, yellow, green.
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Your Growth Rate Used to Be Good. Now It’s the Floor.
McKinsey moved the B2B growth threshold in 2026. Why adding reps buys the coverage problem twice, and what raising per-seller output actually costs.
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