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 average tenure of a SaaS VP of Sales is 18 months. Not because the talent pool is thin. Because the job is designed to be impossible.
6 min read
You don't have a sales team. You have two closers and a supporting cast. And every morning you wake up one resignation letter away from a revenue crisis.
4 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
Chris Voss spent 24 years talking people out of hostage situations. His Accusation Audit technique changed how I think about every objection I'll ever face.
4 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