Sales News & Insights
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Why Your Sales Leaders Aren’t Leading and How to Change That With Leadership Training
Does your team need leadership training? See if any of this sounds familiar... You promoted a sales leader expecting performance to lift, onboarding to speed up, and forecasting to become more predictable. Instead, you're getting missed targets, lopsided performance,...
The Three Phases of a Sales Function: How to Know What Your Team Actually Needs Right Now
Many founders and sales leaders struggle with misaligned sales investments, pouring time and money into the wrong things at the wrong stage. Acting on instinct instead of tailoring to your sales team’s maturity can lead to wasted resources and stalled growth. Acting...
When to Follow Up With Leads (Without Annoying or Losing Them)
Most sales teams waste the leads they worked hard to generate—not because the leads are bad, but because follow-up is slow, inconsistent, or forgotten altogether. If your sales team isn’t converting as many leads as they should be, don’t look to marketing just yet....
How Much Sales Performance Is Actually Driven by Non-Sales Functions?
The problem you can’t see is the one stalling your growth. When a sales team misses its number, the first instinct is to look inward. Maybe the reps aren’t converting. Maybe the playbook’s off. Maybe the Sales Director’s not pushing hard enough. But that’s rarely the...
The Silent Cost of Sales Ambiguity: Why Vague Roles Kill Accountability
When a sales team underperforms, most leaders look to coaching, training, or tech as the fix. But often the real issue isn’t a lack of skill or effort—it’s that no one knows precisely what they’re supposed to be doing. Vague role definitions between BDMs, SDRs,...
How Sales Teams Mirror the Founder’s Psychology (For Better or Worse)
In founder-led businesses, especially those growing through B2B sales, the sales team doesn’t just follow instructions — it reflects the founder. Whether it’s the appetite for risk, the tendency to micromanage, or a contagious sense of optimism, these traits shape...
Why Sales Training Alone Doesn’t Get You the Traction You Desire
You can train every salesperson in the world, but if they return to the same environment, with the same habits and the same leadership focus, don’t be surprised when things go back to the way they were. Sales capability is only part of the equation. To see real traction, capability must be matched with consistency […]
Who Owns the First 30% of the Sales Process? Fixing the Disconnect Between Marketing and Sales in Complex B2B Environments
In complex B2B sales, few things are more misunderstood — and mishandled — than the early stage of the buyer’s journey. The first 30% of the sales process often resides in a grey zone between marketing and sales, with no one quite sure who owns it, what it entails, or...
Red Teaming Your Sales Strategy: Borrowing Military Tactics to Expose Weaknesses Before Your Competitors Do
When was the last time you seriously challenged your sales plan? Not revised it. Not workshopped it. But deliberately tried to break it? Red teaming—borrowed from military planning—is a structured way to pressure-test your sales strategy before the market (or a rival)...