The connection between corporate strategy, sales strategy, and a Sales Kickoff (SKO) is both critical and often underleveraged. When aligned well, these three elements form a closed loop of strategic clarity, executional alignment, and frontline empowerment. When disconnected, they create confusion, misallocation of resources, and underperformance in the field. Let’s unpack the connection through a […]
There’s a strange ritual that happens in boardrooms every fall. Executives gather to review “next year’s plan,” and somewhere around slide 38, someone suggests that what the company really needs is… a new org structure. Cue the whiteboard marker. Circles. Boxes. Dotted lines. Innovation achieved! If you listen closely, you can hear Peter Drucker facepalming […]
Let’s just say it: most strategic planning processes are neither strategic nor particularly planned. They’re mostly budgeting exercises and wearing a strategy hat. They masquerade as thoughtful, future-focused sessions, but in practice, they resemble a mix of political theater, spreadsheet jockeying, and a PowerPoint rehash of last year with minor tweaks. Welcome to Q3 […]
Hey there, fellow sales warriors! If you’ve been in the B2B sales game as long as I have, you know that getting time with busy buyers is no walk in the park. But fear not, because I’m here to share some tried-and-true strategies that will help you crack the code and score those coveted meetings. […]
In our previous posts, we explored the high-level struggles facing B2B sales teams, the frustrations of procurement, and the challenges of sales enablement. Now, let’s shift gears and take a look at what it’s like to navigate this world as a millennial entering the sales arena. Hey! So, you’re fresh out of the gate and […]
Alright, let’s get into it. Consider this your unsugarcoated download from someone knee-deep in the world of B2B sales enablement. If you’re expecting a shiny LinkedIn-style pep talk, this isn’t that. I’m just here to tell the truth. The whole messy, glorious, frustrating truth Outdated Tech Is Slowing Us Down Why, in the year 2025 […]
Fellow B2B buyers! Don’t you think it’s time to pull back the curtain and share some insider secrets about what really goes on behind the scenes of procurement? Me too. Buckle up, because this journey is about to get hilariously real. In part one of this series, we heard from the board about the challenges plaguing […]
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 […]