Featured Articles
The Execution Gap: Why Knowing What To Do Isn't Enough
Every sales rep knows what they should do. Most don't do it. The gap between knowing and doing costs teams millions in lost deals. Here's how to close it.
What is Deal Health and Why It Matters
Learn how deal health scores can predict which opportunities will close and which are at risk—before it's too late.
5 Signs Your Sales Deal is About to Stall
Spot these early warning signs before your promising opportunity goes dark. Learn how to recognize and prevent deal stalls.
All Articles
The Execution Gap: Why Knowing What To Do Isn't Enough
Every sales rep knows what they should do. Most don't do it. The gap between knowing and doing costs teams millions in lost deals. Here's how to close it.
What is Deal Health and Why It Matters
Learn how deal health scores can predict which opportunities will close and which are at risk—before it's too late.
5 Signs Your Sales Deal is About to Stall
Spot these early warning signs before your promising opportunity goes dark. Learn how to recognize and prevent deal stalls.
NOVA-6: A Sales Methodology Built from 287 Proven Frameworks
Discover how the NOVA-6 framework synthesizes the best of MEDDIC, Challenger, SPIN, and 284 other methodologies into one actionable system.
Why Sales Managers Spend Less Than 5% of Their Time Coaching
Research shows coaching is the highest-impact activity for sales performance. So why do 73% of managers spend almost no time doing it? Here's what's broken and how to fix it.
The 90% Problem: Why Your Sales Training Isn't Sticking
Companies spend $83 billion on corporate training annually. Yet research shows 90% is forgotten within 90 days. Here's the science behind why—and what actually works.
Why Reps Don't Ask for Help (And How to Fix It)
Managers ask "How can I help?" and get "All good" in response. Here's the psychology behind why reps hide struggles—and how to create an environment where they don't have to.
Why 63% of CRM Implementations Fail (And What's Actually Missing)
Gartner reports CRM failure rates up to 63%. But the problem isn't the software—it's what happens after the data goes in. Here's the missing layer in your sales stack.
The Sales Coaching ROI Your CFO Needs to See
Coaching feels "soft" until you see the numbers. Here's the research-backed business case for sales coaching investment—with data your finance team will actually believe.
How to Prioritize When Every Deal Feels Urgent
You have 12 deals in your pipeline. Your manager says focus on high-value ones. But 8 of them are "high-value." Here's how to escape the prioritization trap.
Why Your Sales Forecast Is Wrong (And How to Fix It)
The average sales forecast is only 46% accurate. Here's why your predictions miss the mark and a data-driven approach to improve to 68%+ accuracy.
CRM vs. AI Coaching: Understanding the Different Jobs
Your CRM stores data. AI coaching uses that data to tell reps what to do. These are fundamentally different jobs—and confusing them leads to failed implementations.
Why I Built an AI Sales Coach (After 20 Years of Selling)
Most AI sales tools are built by engineers who've never carried a quota. This one was built by someone who walked a mile to work at 17, taught Sales & Sales Management as a professor, and still sells today.
Pipedrive Deal Stages: Best Practices for B2B Sales
Your Pipedrive pipeline stages can make or break your sales process. Here's how to structure them for maximum visibility and rep adoption.
Activity vs. Outcomes: Why Busy Reps Aren't Always Productive
Your rep made 50 calls today. Great—but did any of them move deals forward? Here's how to shift from measuring activity to measuring what actually matters.
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