Category: Leadership
Why Your Sales Forecast Is Wrong Before the Roll-Up
Forecast accuracy isn’t an inspection problem. Where the error enters, why benchmarks won’t fix it, and what makes a deal actually forecast-ready.
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How to Build the Best SKO and Actually Get the ROI
The best sales kickoffs are built around the 30 days after, not three days in the room. What to plan, what to measure, and why most SKOs change nothing.
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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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