Where the comfortable assumptions about B2B revenue go to die.
Finance transformed. Healthcare transformed. Manufacturing transformed. Sales is still running techniques from the Reagan administration - and wondering why buyers won't return the call.
5 min read
When 84% of an entire profession fails to meet expectations, the problem isn't the people. It's the playbook.
3 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
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
The six principles of influence are in every sales training. But when salespeople try to weaponize them, something breaks.
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
Every major sales methodology in use today was designed for a market that no longer exists. The problem isn't execution. It's physics
6 min read