One of the most dangerous assumptions in sales is believing that a supportive contact is the same thing as a real champion. They are not the same. A supportive contact
Every seller has heard it. “Send me some information.”“Send me pricing.”“Send me a proposal.”“Send me a deck and we’ll take a look.” The seller sends it. Then nothing happens. I’ve
What looks like a late-stage problem often began much earlier in the sales process. I’ve worked with enough sales teams to know that sellers usually notice deal trouble when the
Many sales teams work hard but still struggle to win consistently. In this blog, I break down why talented sellers often fall short without a real framework — and how structure changes everything.