Today, sales organizations face mounting challenges. Whether it’s missed targets, outdated processes, ever-evolving technologies, or difficulty closing deals, the modern B2B ecosystem can feel like a maze with no clear path forward. This first is the of a 5-part blog series exploring the reality of B2B sales, procurement, and enablement—shedding light on the struggles, frustrations, […]
AI isn’t the future of sales—it’s already here. But let’s be honest: most sales organizations aren’t using it effectively. Some teams add AI-driven tools to their tech stack and assume it will magically boost conversions. Others invest in predictive analytics but fail to train salespeople on how actually to use the insights. And then there […]
In our last blog, we exposed a hard truth: being average [or below average] is costing your business millions. The middle 60% of your sales team—your “core performers”—represent the biggest untapped growth opportunity. The Cost of Being Average likely represents an opportunity cost of about 15% of your annual revenue. But despite the massive potential […]
In most companies, mediocrity is the silent killer of growth. Not failure—because failure gets noticed. Not inefficiency—because inefficiency can often be fixed with tools and automation. The real problem is being average—and the staggering costs that come with it. Over the past 7-8 years, we have consistently asked CEO’s the same question to get their […]
In the quest to supercharge sales teams and skyrocket performance, many organizations fall into a familiar trap: equating more tools and technology with better sales outcomes. This assumption leads to a significant misalignment between the problems sales teams face and the solutions executives choose to deploy. The allure of efficiency—doing things faster and with less […]
Strategic account planning is a vital component of B2B sales and marketing strategies, enabling organizations to cultivate and nurture valuable relationships with key accounts. However, navigating the complexities of strategic account planning comes with its own set of challenges, each requiring careful consideration and proactive management. We’ll cover a couple of the most obvious challenges […]
Meet Sarah. She’s a mid-career salesperson working in enterprise software. Sarah knows her job isn’t just hard—it’s brutally hard. Her territory covers 300 accounts, ranging from scrappy startups to Fortune 500 giants. Her manager wants more meetings booked. Marketing keeps dropping generic campaigns in her inbox to forward. Customers will meet with her if they […]