Category: Leadership

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.

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.

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.

Gartner says 69% of B2B buyers use reps to validate AI-generated insights. What that means for who you hire, what you train, and how you coach.

The number was hit and the multiple still came in low. What PE diligence finds inside a sales org, why CROs miss it, and what the gap costs at exit.