Most sales training fails for a reason nobody diagnoses correctly. Progression of Performance® is a four-stage behavioral-change model — Learn, Practice, Rehearse, Perform — built on a distinction cognitive science settled decades ago: knowing a skill and executing it...
Most salespeople earn the reputation they get. Say the word “salesperson” to a stranger and watch what happens. The eye-roll. The story about the guy who wouldn’t stop calling. The flat “no thanks” before you’ve said another word....
A CRM full of clean records and current-looking pipeline stages feels like data-driven revenue operations. It usually is not. Most of what sits in a CRM describes administrative compliance — did the rep log the call, update the stage, set a follow-up task. None of...
You’ve heard it a hundred times: “We need to review our budget,” or “Let’s circle back next quarter,” or the classic “Send me more information.” Your deal was progressing nicely, stakeholders seemed engaged, and then:...
Do you ever feel like you’re the only one who can actually close a deal in your company? I’ve been in the technology and services space for over 30 years, and I’ve seen this movie a thousand times. You start a company, you have a brilliant idea, and because it’s your...
