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
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
You didn't lose to a competitor. You lost to nothing. The buyer simply didn't decide - and that silence is killing your forecast.
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