Playbooks, frameworks, and product deep-dives for B2B sales teams that want every rep closing like their best rep.
Strategy
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Coverage counts roles, not contacts. A deal with eleven contacts and no economic buyer is less covered than a deal with four contacts where all four decision roles are accounted for.
Strategy
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Sales tech vendors have done a great job of making these three categories sound identical. They're not identical. They differ on three things: what they analyze, who they serve, and what you get out of them.
Strategy
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A compelling event is a dated event in the buyer's world that carries a named consequence and an owner who feels it. Most CRM fields hold only the date, which is why 40 to 60% of deals are lost to no decision. The three-part test, plus a 20-minute audit for your top 10 deals.
Strategy
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Your sales calls already contain the truth about every deal's health. A buyer quantified the pain, or didn't. The economic buyer showed up, or didn't. And recording the call did not close that gap. The transcript exists, somewhere in a library nobody reopens, but nobody turns 40 minutes of it into 8 qualification scores after every call.