Where the comfortable assumptions about B2B revenue go to die.
You trained your team. The first quarter looked great. By quarter three, everyone was back to doing what they did before. Here's why - and it's not a training problem.
5 min read
The deal was at 80% probability. Your champion was enthusiastic. Procurement was engaged. Then it went dark. Someone you never spoke to just said no - and nobody told you.
6 min read
Dixon and Adamson's research was rigorous. Their core insights remain valid. But the buyer they built Challenger for no longer exists.
5 min read
Your buyer decided you were a vendor in the first ninety seconds. Not because of what you said. Because of what you signaled. And once that frame is set, nothing you present, demo, propose, or discount will undo it.
10 min read
Neil Rackham's SPIN was revolutionary in 1988. Thirty-seven years later, the questions still matter. The context they were built for doesn't.
5 min read
You are not fighting the client. You are fighting 200,000 years of evolutionary programming.
4 min read
When people feel their freedom of choice is threatened, they push back. The harder you push, the harder they resist. This should be required reading for anyone in sales.
4 min read
The cost of complying with a system you've already diagnosed - and why the gap between knowing and acting is the most expensive silence in revenue leadership.
5 min read
The harder you chase, the faster they disappear. The problem isn't your follow-up cadence. It's the energy you're bringing to the conversation.
4 min read